Senior Staff Business Development Account Executive – Autonomy Specialist

About the role

Shield AI is a venture‑backed defense‑tech company protecting service members and civilians with intelligent systems. 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.

Key responsibilities

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts and territories.
• Develop and execute territory and capture strategies for priority pursuits aligned with Shield AI’s long‑term 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.
• 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, including qualification, forecasting accuracy, and CRM hygiene.
• Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline.
• Communicate pipeline status, risks, and milestones clearly to internal stakeholders and leadership.

Required profile

• 10–15+ years of business development, sales, or capture experience in technically complex domains such as AI/ML, autonomy, SaaS, aerospace or defense.
• Proven track record of owning and closing deals 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 to engage credibly with engineering, product, and operational stakeholders.
• Excellent communication, negotiation, and stakeholder‑management skills.
• Self‑motivated, results‑oriented and able to thrive in a fast‑paced environment.
• Bachelor’s degree required; fluent in English.
• Preferred: experience selling autonomy, AI/ML, or unmanned systems; prior military experience; established relationships within defense or aerospace; experience with large systems integrators; ability to travel; eligibility for security clearance; MBA or equivalent graduate degree.