Shield AI
Defence
TerritoryBDManager,Finland
Neural analysis suggests this role is
optimal for Manager candidates.
“Territory BD Manager, Finland at Shield AI. Skills: Go-to-market strategy, Pipeline generation, Deal closure, Customer engagement. Own and execute Shield AI’s go-to-market strategy. Build and grow a disciplined pipeline”
What You'll Achieve.
Meet or exceed carried sales quota
Industry & Context.
Travel frequently, Relocate to strategic location
What They're Looking For.
Must Have
6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles, Experience operating across international defence, government, or regulated markets, Demonstrated success identifying, shaping, and advancing complex opportunities, Executive presence, Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies, Communication, negotiation, stakeholder management, and cross-functional collaboration skills, Willingness and ability to travel frequently, Based within the region, or willing to relocate to a strategic location within the assigned territory, Fluency in English, Fluency in regional languages relevant to the assigned market
Nice to Have
Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities, Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry partners, Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement programs, Prior military, operational defence, government, or national security experience, Bachelor’s degree or equivalent professional, military, or operational experience
What You'll Do.
Own and execute Shield AI’s go-to-market strategy
Build and grow a disciplined pipeline
Lead end-to-end deal closure
Engage directly with senior military leaders
Represent and differentiate Shield AI’s portfolio
Develop and manage regional partnerships
Coordinate cross-functional teams
Maintain disciplined forecasting
Provide regional market intelligence
Support executive customer engagement after award
How You'll Work.
Team & Collaboration
Cross-functional teams; Business Development; Product; Engineering; Government Relations; Legal; Contracts; Export Compliance; Operations; Customer teams
Communication Scope
Executive presentations; Proposal leadership
Process & Methodology
Pipeline management, Opportunity tracking, Campaign reporting
Full Job Description
## Description 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. ## What you'll do Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer mission requirements. Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities. Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota. Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory. Represent and differentiate Shield AI’s autonomy and aircraft portfolio by clearly articulating mission outcomes, operational advantages, and integration pathways. Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies that expand market access and accelerate execution. Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams to support successful capture and delivery. Maintain disciplined forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory. Provide regional market intelligence on competitor dynamics, customer demand, and poli
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