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Shield AI, a venture-backed defense-tech company, is seeking a Capture Portfolio Analyst to strengthen analytical rigor, long-range planning, and operating discipline within the X-BAT Family of Systems (FoS) Capture organization. This role sits at the intersection of business development, finance, and operations, owning the integrity and quality of the X-BAT FoS opportunity pipeline.
You will maintain an integrated view of the opportunity pipeline across near-term, mid-term, and long-range pursuits, analyzing opportunities using criteria including timing, estimated value, probability of win, market attractiveness, strategic relevance, expected revenue contribution, and resourcing requirements. You will identify pipeline gaps, timing shortfalls, concentration risks, and recommend actions to create pipeline resilience through alternate pursuits, adjacent customers, and partner opportunities.
As the lead for pipeline-data integrity and reporting standards, you will establish expectations for opportunity stages, required data fields, forecast assumptions, and probability assessments. You will review Salesforce opportunity records for accuracy and completeness, coordinate corrections with account and opportunity owners, and develop dashboards and trackers that provide visibility into portfolio health, capture status, and key risks.
You will partner closely with Finance to ensure clear connections between Salesforce opportunity data, bookings assumptions, revenue forecasts, and long-range financial plans. You will reconcile pipeline assumptions, support scenario analysis, and help maintain recurring pipeline-to-finance review cadences.
You will identify risks to pipeline health—including schedule uncertainty, customer-funding risk, competitive pressure, and insufficient capture activity—and develop risk-mitigation recommendations with capture leads, account owners, Finance, and other stakeholders. You will support knowledge management by maintaining pipeline assumptions, opportunity histories, and lessons learned from wins, losses, and schedule slips.
Shield AI's products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies, with operations worldwide supporting defense and national-security missions.
REQUIREMENTS:
- Bachelor's degree with 8+ years of relevant experience, Master's degree with 6+ years of relevant experience, or PhD with 3+ years of relevant experience
- Experience in business development, capture, sales operations, program management, finance, consulting, or another analytical operating environment
- Strong analytical and problem-solving skills, including ability to evaluate incomplete or changing data and develop clear, actionable recommendations
- Experience using Salesforce to analyze opportunity data, maintain pipeline visibility, develop reports or dashboards, and support business-planning decisions
- Strong proficiency in Microsoft Excel and PowerPoint, including development of analyses, trackers, dashboards, and briefing materials
- Demonstrated ability to manage data quality, establish reporting standards, and coordinate updates across multiple record owners or stakeholders
- Experience evaluating opportunities based on timing, value, probability, customer funding, strategic relevance, and expected business impact
- Experience leading and delivering cross-functional deliverables, decision points, and follow-up actions across multiple concurrent efforts
- U.S. citizenship required, with ability to obtain and maintain a security clearance
PREFERRED QUALIFICATIONS:
- Experience supporting U.S. Government capture, defense business development, or government-contracting pipeline management
- Aviation, aerospace, defense, autonomy, uncrewed systems, tactical aviation, mission systems, AI-enabled capability, or advanced-manufacturing experience
- Familiarity with DoD or U.S. Government acquisition processes, budget cycles, requirements development, solicitations, and program-of-record pathways
- Experience developing or improving Salesforce reports, dashboards, opportunity-management processes, data governance, workflow automation, or CRM reporting
- Experience supporting domestic and international defense pursuits, including Foreign Military Sales, Direct Commercial Sales, or allied defense-market development
