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Shield AI, a venture-backed defense-tech company, is seeking a Business Development Lead based in Kyiv to drive strategic defense market expansion across Ukraine and the region. The company develops Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation technologies that support military and government operations worldwide.
In this role, you will lead capture and business development activities across assigned defense and government markets, developing and executing capture strategies to position Shield AI for competitive advantage and contract awards. You will build and maintain trusted relationships with military, government, industry, and strategic partner stakeholders, representing Shield AI at trade shows, defense exhibitions, operational demonstrations, and industry engagements.
Key responsibilities include presenting Shield AI's product portfolio and operational capabilities to customers and partners, coordinating customer demonstrations and evaluations, identifying and growing new business opportunities aligned with regional growth objectives, and working cross-functionally to support customer needs. You will provide market intelligence, customer feedback, and competitive insights to internal stakeholders, support long-term strategic planning, and maintain accurate opportunity tracking and CRM reporting.
This is a high-impact role combining strategic capture management, defense business development, customer engagement, and district growth initiatives. You will operate independently in a fast-paced, high-growth environment while representing Shield AI's autonomy and aircraft portfolio across government, military, and industrial stakeholders.
REQUIREMENTS:
- 8+ years of experience in defense, military operations, business development, capture management, or international government relations
- Strong understanding of defense acquisition processes, military procurement, and operational customer environments
- Demonstrated experience building trusted relationships across government, military, and industry stakeholders
- Exceptional communication skills: strong written, verbal, and presentation abilities across diverse audiences
- Proven ability to operate independently while managing multiple priorities and deadlines
- Self-motivated, highly accountable, and results-oriented with strong ownership mentality
- Technical aptitude to understand and communicate advanced UAV, autonomy, AI, ISR, or defense technology concepts
- Willingness and ability to travel internationally on a frequent basis
- Collaborative team player capable of operating effectively in high-performance environments
- Based within the region or willing to relocate to a strategic location within the assigned territory
- Fluency in regional languages relevant to the assigned market
- Bachelor's degree or relevant military education preferred
- Influential authority with ability to motivate and inspire others while conveying Shield AI's mission, technology, and products
PREFERRED QUALIFICATIONS:
- Prior business development, capture, or defense market experience within Ukraine or allied defense markets
- Experience supporting defense captures, multinational procurement programs, Foreign Military Sales (FMS), or government acquisition activities
- Prior experience with UAV, autonomy, ISR, AI-enabled systems, or defense technology platforms
- Existing relationships across defense ministries, military organizations, procurement authorities, or strategic industry stakeholders
- Understanding of military operational scenarios, defense systems, and procurement environments
- Experience developing industrial participation, offset, or strategic partnership initiatives
- Strong analytical, strategic planning, and competitive positioning capabilities
- Demonstrated success operating in high-growth, fast-paced, internationally distributed environments
- Master's degree in a relevant field
