Shield AI
International Business Development
SeniorStaffBDAccountExecutiveAutonomySpecialist
“Senior Staff BD Account Executive - Autonomy Specialist at Shield AI. Skills: Business Development, Sales, Account Executive, Autonomy Specialist, Defense Acquisition, Government Procurement, Capture Strategy. 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”
What You'll Achieve.
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 UAE Hivemind business
Industry & Context.
Ability to travel as needed for customer engagements and industry events, Active or eligibility for security clearance
What They're Looking For.
Must Have
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 UAE government or defense markets, Deep understanding of defense acquisition processes and government procurement lifecycle, 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
Nice to Have
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
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
and shape new business opportunities through deep understanding of customer missions
and acquisition pathways
Build and maintain relationships with key decision-makers
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
Manage deal progression with rigor (qualification
Represent Shield AI at industry events
and customer engagements to expand market presence and pipeline
Communicate clearly with internal stakeholders and leadership on pipeline status
How You'll Work.
Team & Collaboration
Partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams; Lead proposal development in partnership with BD Operations and cross-functional teams; Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions; Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones
Communication Scope
Excellent communication; Clear communication with internal stakeholders and leadership
Process & Methodology
Deal strategy, Capture strategies
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