Senior Staff BD Account Executive, Autonomy Specialist (R5123)

Job Description:

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 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 rigor (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 

Measures of Success (First 6-12 months):

• Strong pipeline generation and progression within assigned accounts and territories 
• Successful execution of capture strategies resulting in qualified opportunities and wins 
• Improved deal velocity and win rates through disciplined qualification and positioning 
• Establishment of trusted relationships with key customer stakeholders and partners 
• Consistent, accurate forecasting and high-quality CRM and pipeline hygiene 
• Meaningful contribution to revenue growth across the Americas Hivemind business 

Required qualifications:

• 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar) 
• Proven track record of owning and closing deals, particularly within U.S. government or defense markets 
• Deep understanding of defense 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 
• Fluent in: English 

Preferred qualifications:

• Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus 
• Prior military experience 
• Established relationships within defense, government, or aerospace customer sets 
• Experience working with Large Systems Integrators (LSIs) and strategic partners 
• Ability to travel as needed for customer engagements and industry events 
• Active or eligibility for security clearance 
• MBA or equivalent graduate degree