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 . 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.