Business Development Lead, Shield AI

• Typically requires 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology environments
• Experience operating across international defence, government, or regulated markets, including navigating complex stakeholder and procurement environments
• Demonstrated success identifying, shaping, and advancing complex opportunities involving long sales cycles, senior stakeholders, and technically differentiated solutions
• Strong executive presence and ability to build credibility with military, government, industry, and strategic partner stakeholders
• Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies
• Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills
• Willingness and ability to travel frequently throughout the territory and internationally
• Based within the region, or willing to relocate to a strategic location within the assigned territory
• Fluency in English and regional languages relevant to the assigned market
• Bachelor’s degree or equivalent professional, military, or operational experience preferred

Desirable

• Shield AI is seeking a high-performing Business Development Lead, to drive defence market growth, customer engagement, and business expansion across assigned markets in the Netherlands.
• As Shield AI’s territory leader, this individual will represent Shield AI’s autonomy and aircraft portfolio, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities, and Hivemind autonomy software across customer engagements, operational demonstrations, strategic partnerships, opportunity development and business growth initiatives
• The Business Development Lead owns territory strategy, pipeline development, account growth, and opportunity execution across the region, driving opportunities from early shaping through award and expansion.
• This role combines strategic business development, account leadership, and revenue generation in a fast-paced international defence environment. Additionally, this person will carry a sales quota for their assigned territory
• Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer mission requirements
• Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities
• Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota
• Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory
• Represent and differentiate Shield AI’s autonomy and aircraft portfolio by clearly articulating mission outcomes, operational advantages, and integration pathways
• Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies that expand market access and accelerate execution
• Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams to support successful capture and delivery
• Maintain disciplined forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory
• Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks
• Support executive customer engagement after award to support customer success, follow-on growth, and long-term account expansion