The posting, in Shield AI's own words
archived Oct 21, 2026Shield 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.
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 rigour (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
Read the full posting ↓
Required Qualifications:
10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar) Proven track record of owning and closing deals, particularly within European government or defence markets Deep understanding of defence 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
Preferred Qualifications
Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions Prior military experience a plus 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