Senior Staff BD Account Executive, Hivemind - Federal Civilian Agencies (R5589)

Job Description:

Founded in 2015, Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with autonomous intelligent systems. Its products include the V-BAT and X-BAT aircrafts, Hivemind (Enterprise, & Vision), and Aechelon product lines. With offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide.  

Role Mission:

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Americas, with a primary focus on U.S.-based defense and government customers. 

This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined account and capture strategies. You will partner closely with Sales Leadership, Field Engineering, and Product teams to deliver mission-critical outcomes to our customers. 

The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating government 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 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 or sales 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 and defense markets 
• Deep understanding of government 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 

Preferred qualifications:

• Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus 
• 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