SalesOn-site

Senior Business Development Lead - Hivemind - Greece (R5496)

Shield AI · On-site

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Last seen by MeritLog September 12, 2026Source: LeverSource version: lever-postings-v1

MeritLog read this listing from Shield AI's Lever job board and last checked it on September 12, 2026.

Source: the employer's Lever job board. Open the original listing for current details.

Job details

Work model: On-site
Salary: Not listed by source
Location: Athens

Hiring context

How this role compares at Shield AI

Shield AI has 473 live roles in MeritLog’s catalog across 12 job families, and 26 of them are in sales. 369 of those listings publish a pay range, a disclosure rate of 78%.

Shield AI concentrates this hiring in:

Counted across the job boards MeritLog tracks, at the time this page was served. Pay comparisons use only listings that publish a complete range in the same currency and period.

What the role asks for

What you'd do

Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
Manage deal progression with rigour (qualification, deal strategy, forecasting accuracy, CRM hygiene)
Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones
Strong pipeline generation and progression within assigned accounts and territories
Successful execution of capture strategies resulting in qualified opportunities and wins
Improved deal velocity and win rates through disciplined qualification and positioning
Establishment of trusted relationships with key customer stakeholders and partners
Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
Meaningful contribution to revenue growth across the Americas Hivemind business

What they're asking for

10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar)Experience
Proven track record of owning and closing deals, particularly within European government or defence marketsSkill
Deep understanding of defence acquisition processes and government procurement lifecycleSkill
Strong experience developing and executing capture strategies for complex opportunitiesSkill
Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholdersSkill
Excellent communication, negotiation, and stakeholder management skillsSkill
Self-motivated, results-oriented, and capable of operating in a fast-paced environmentSkill
Bachelor’s degree requiredEducation
Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutionsSkillPreferred
Prior military experience a plusSkillPreferred
Established relationships within defense, government, or aerospace customer setsSkillPreferred
Experience working with Large Systems Integrators (LSIs) and strategic partnersSkillPreferred
Ability to travel as needed for customer engagements and industry eventsSkillPreferred
Active or eligibility for security clearanceCredentialPreferred

Parsed by MeritLog from the employer’s own posting. The full description follows below.

Job description

Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube. Job Description: Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across Greece, with a primary focus on Greece-based defense and government customers. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes. The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defence acquisition processes, and a proven track record of winning and expanding strategic accounts. What you'll do: • Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close) • Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan • Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways • Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers • Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions • Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments • Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions • Manage deal progression with rigour (qualification, deal strategy, forecasting accuracy, CRM hygiene) • Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline • Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones Measures of success (First 6-12 months): • Strong pipeline generation and progression within assigned accounts and territories • Successful execution of capture strategies resulting in qualified opportunities and wins • Improved deal velocity and win rates through disciplined qualification and positioning • Establishment of trusted relationships with key customer stakeholders and partners • Consistent, accurate forecasting and high-quality CRM and pipeline hygiene • Meaningful contribution to revenue growth across the Americas Hivemind business Required qualifications: • 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar) • Proven track record of owning and closing deals, particularly within European government or defence markets • Deep understanding of defence 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 • Bachelor’s degree required Preferred qualifications; • Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions • Prior military experience a plus • 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 #LI-LD2 #LE Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.

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