Shield 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.
Shield AI is seeking a high-performing Business Development Lead to drive growth for Hivemind Autonomy across Central Europe, with a primary focus on Germany-based defense and government customers.
This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes.
The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defence acquisition processes, and a proven track record of winning and expanding strategic accounts.
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 planIdentify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathwaysBuild and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customersLead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositionsConduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environmentsPartner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutionsManage 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 pipelineCommunicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestonesMeasures of Success (First 6–12 Months)
Strong pipeline generation and progression within assigned accounts and territoriesSuccessful execution of capture strategies resulting in qualified opportunities and winsImproved deal velocity and win rates through disciplined qualification and positioningEstablishment of trusted relationships with key customer stakeholders and partnersConsistent, accurate forecasting and high-quality CRM and pipeline hygieneMeaningful contribution to revenue growth across the Americas Hivemind businessRequired 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 marketsDeep understanding of defence acquisition processes and government procurement lifecycleStrong experience developing and executing capture strategies for complex opportunitiesTechnical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholdersExcellent communication, negotiation, and stakeholder management skillsSelf-motivated, results-oriented, and capable of operating in a fast-paced environmentPreferred Qualifications
Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutionsPrior military experience a plusEstablished relationships within defense, government, or aerospace customer setsExperience working with Large Systems Integrators (LSIs) and strategic partnersAbility to travel as needed for customer engagements and industry eventsActive or eligibility for security clearanceMBA or equivalent graduate degreeOur international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.