Business Development Lead, Netherlands

About the role

Shield AI is expanding its footprint in the Netherlands and seeks a territory leader to manage regional growth for its autonomous systems and aircraft portfolio. You will serve as the primary point of contact for military and government stakeholders, driving the entire sales cycle from initial engagement to contract award. In this capacity, you will own the development and execution of a regional go-to-market strategy that aligns with local defense priorities and national security objectives. The position requires you to act as a trusted advisor to senior military officials, procurement authorities, and industrial partners, ensuring that Shield AI's capabilities are positioned as critical enablers for mission success. You will manage a complex sales pipeline that includes Hivemind software, V-BAT, X-BAT, and ViDAR-enabled ISR systems, navigating intricate procurement pathways with precision. Part of your responsibility involves cultivating long-term relationships that extend beyond the initial sale, focusing on customer success and sustained account growth within the Dutch operational environment. You will be expected to provide strategic market intelligence through detailed reports on regional trends, competitor activity, and operational risks to inform executive decision-making. Ultimately, this role demands a proactive leader who can formulate strategies for regional partnerships and industrial participation to improve market access and drive sustainable revenue growth.

Key facts

What you'll do

• Develop and execute a regional go-to-market strategy that aligns with local defense priorities and emerging security challenges.
• Manage a sales pipeline covering Hivemind software, V-BAT, X-BAT, and ViDAR-enabled ISR systems while forecasting opportunities and mitigating risks.
• Lead complex contract negotiations, proposal development, and competitive positioning to meet assigned sales quotas and organizational objectives.
• Cultivate relationships with senior military officials, procurement authorities, and industrial partners to build trust and ensure alignment with mission needs.
• Formulate strategies for regional partnerships and industrial participation to improve market access and create collaborative value propositions.
• Coordinate with internal engineering, legal, and export compliance teams to ensure successful project delivery and regulatory adherence.
• Provide reports on market trends, competitor activity, and regional operational risks to support data-driven strategic planning.
• Support long-term account growth and customer success following initial contract awards, ensuring solution optimization and stakeholder satisfaction.
• Identify and engage new opportunities within the Dutch defense ecosystem through proactive market scanning and relationship building.
• Serve as a subject matter expert in autonomous systems, AI-enabled capabilities, and mission systems during stakeholder interactions and technical briefings.
• Facilitate cross-functional collaboration to align product positioning with evolving customer requirements and operational feedback.
• Leverage Shield AI's technology narrative to influence procurement discussions and shape the future of defense autonomy in the region.
• Monitor policy and regulatory changes impacting defense procurement to ensure timely adaptation of commercial strategies.
• Drive awareness and education of Shield AI's portfolio through targeted engagements, demonstrations, and participation in defense forums.

Requirements

• Minimum 6 years of experience in business development, capture management, or sales within the aerospace, defense, or national security sectors.
• Proven ability to navigate international government procurement processes and complex stakeholder environments with professionalism and integrity.
• Demonstrated success in managing long sales cycles for technically sophisticated products and mission-critical solutions.
• Technical understanding of autonomous systems, AI-enabled capabilities, or mission systems to effectively communicate value propositions.
• Ability to travel frequently within the region and internationally to engage stakeholders and attend defense-related events.
• Residency in the Netherlands or willingness to relocate to the assigned territory to ensure consistent presence and availability.
• Fluency in English and relevant regional languages to facilitate clear communication and relationship building.
• Bachelor degree or equivalent professional or military experience that demonstrates foundational knowledge and leadership capability.

Nice to have

• Prior experience in military, government, or national security operations providing insight into operational workflows and decision-making hierarchies.
• Existing network within Dutch defense ministries or procurement agencies enabling faster access to key stakeholders and procurement officials.
• Familiarity with Foreign Military Sales (FMS) or direct commercial sales programs enhancing efficiency in navigating international sales frameworks.

Practical notes

• This role includes a comprehensive total rewards package tailored to the Netherlands office location.
• You will be responsible for carrying a sales quota for the assigned territory, ensuring performance targets are met or exceeded.