SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Shield AI is a venture-backed defense-tech company developing intelligent autonomy systems, unmanned aircraft, and simulation technologies for defense and government customers globally. This role is a senior business development position focused on driving the full sales lifecycle for Hivemind autonomy software across assigned European accounts and territories.
You will own pipeline generation through deal closure, developing and executing territory and capture strategies aligned with Shield AI's strategic objectives. Key responsibilities include identifying and qualifying new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways; building and maintaining relationships with key decision-makers and program offices in defense and government sectors; leading proposal development in partnership with BD Operations and cross-functional teams; conducting competitive analysis; and translating customer needs into compelling technical solutions in partnership with Product, Engineering, and Solutions teams.
Additional responsibilities include managing deal progression with disciplined qualification and forecasting, representing Shield AI at industry events and conferences, and communicating pipeline status and risks to internal leadership. You will work in a complex, multi-stakeholder environment requiring strong stakeholder management and the ability to engage credibly with technical teams.
Success in the first 6–12 months is measured by strong pipeline generation and progression, execution of capture strategies resulting in qualified opportunities and wins, improved deal velocity and win rates, establishment of trusted customer relationships, consistent and accurate forecasting with high CRM hygiene, and meaningful contribution to revenue growth.
REQUIREMENTS:
- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
- Proven track record of owning and closing deals, particularly within European government or defense markets
- Deep understanding of defense acquisition processes and government procurement lifecycle
- Strong experience developing and executing capture strategies for complex opportunities
- Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
- Excellent communication, negotiation, and stakeholder management skills
- Self-motivated, results-oriented, and capable of operating in a fast-paced environment
PREFERRED QUALIFICATIONS:
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions
- Prior military experience
- Established relationships within defense, government, or aerospace customer sets
- Experience working with Large Systems Integrators (LSIs) and strategic partners
- Ability to travel as needed for customer engagements and industry events
- Active or eligibility for security clearance
- MBA or equivalent graduate degree
