Senior Staff BD Account Executive, Autonomy Specialist (R5123)

Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the U.S., Europe, the Middle East, and the 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. 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. 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.