Senior Business Development Lead

🕒 October 21

🇩🇪 Germany – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 12%

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Shield AI

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2015

🤖 Artificial Intelligence

🚀 Aerospace

🎖️ Defense

Artificial Intelligence • Aerospace • Defense

Shield AI is a leading developer of AI-driven military solutions, focusing on enhancing mission autonomy and battlefield awareness. Their platform, Hivemind, enables rapid deployment of intelligent systems for various defense applications, including drone operation and surveillance. With a commitment to utilizing advanced technology, Shield AI aims to protect service members and civilians by revolutionizing defense technologies through autonomous systems.

📋 Description

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts and territories, from pipeline generation through close • Develop and execute territory and capture strategies for priority pursuits • Identify, qualify, and shape new business opportunities based on customer missions, budgets, and acquisition pathways • Build and maintain relationships with defense and government customer decision-makers, program offices, and influencers • Lead proposal development with BD Operations and cross-functional teams • Conduct competitive analysis and position Hivemind in complex, multi-stakeholder environments • Partner with Product, Engineering, and Solutions teams to translate customer needs into technical and operational solutions • Manage deal progression, qualification, deal strategy, forecasting accuracy, CRM hygiene, and pipeline quality • Represent Shield AI at industry events, conferences, and customer engagements • Communicate pipeline status, risks, and milestones to internal stakeholders and leadership • Generate and progress pipeline within assigned accounts and territories • Execute capture strategies resulting in qualified opportunities and wins • Improve deal velocity and win rates through disciplined qualification and positioning • Establish trusted relationships with customer stakeholders and partners • Contribute to revenue growth across the Americas Hivemind business

🎯 Requirements

• 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 • 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

🏖️ Benefits

• Comprehensive total rewards package aligned to your country office location • Compensation and benefits details available through the talent acquisition partner

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