Senior Staff BD Account Executive, Autonomy Specialist (R5123)

Job details

Work model

On-site

Salary

Not listed by source

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: The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense 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 rigor (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/defense, or similar) • Proven track record of owning and closing deals, particularly within U.S. 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 • Bachelor’s degree required • Fluent in: English Preferred qualifications: • Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus • 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 #LI-KC5 #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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