Territory Business Development Manager, CIV/DHS

🕒 June 3

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Shield AI

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2015

🤖 Artificial Intelligence

🚀 Aerospace

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 execute the CIV/DHS go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio. • Carry full accountability for the CIV/DHS revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings. • Identify, shape, and pursue new opportunities across CIV/DHS program offices, operational units, and modernization initiatives. • Build and maintain a qualified pipeline of CIV/DHS opportunities from early engagement through contract award. • Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving CIV/DHS quota targets. • Work directly with CIV/DHS stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field. • Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to program of record. • Develop trusted relationships with CIV/DHS program managers, operational leaders, and acquisition stakeholders. • Partner with Shield AI growth advisors who provide CIV/DHS domain expertise, acquisition insight, and senior level access. • Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution. • Lead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts. • Maintain accurate pipeline forecasting and revenue projections. • Drive adoption of fielded capabilities that deliver immediate operational value to CIV/DHS customers.

🎯 Requirements

• Bachelor’s degree and experience in defense sales, business development, or military operations • Demonstrated ability to independently build pipeline and close deals in complex government sales environments • Experience working with CIV/DHS customers, program offices, or operational units • Strong understanding of military operations and familiarity with Department of Defense procurement processes • Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles • Strong communication and relationship building skills with both technical and operational stakeholders • Ability to translate operational needs into solution driven sales opportunities • Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred • Located near major CIV/DHS commands with travel up to 50% of the time to additional CIV/DHS installations and program offices

🏖️ Benefits

• Pay within range listed + Bonus + Benefits + Equity • Temporary benefits package (applicable after 60 days of employment) • All offers are contingent on a cleared background and possible reference check • Military fellows and part-time employees are not eligible for benefits