Senior Business Development Lead, Shield AI

• 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
• Bachelor’s degree required

Desirable

• Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the UK, with a primary focus on defense and government customers
• Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments
• It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems
• This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies
• 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 plan
• Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
• Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
• Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
• Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
• Manage 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 pipeline
• Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones