Senior Staff BD Account Executive, Autonomy Specialist (R5123)

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 

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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.