Lead full sales lifecycle for Hivemind across assigned accounts: develop territory and capture strategies, identify and qualify opportunities, build relationships with defense decision-makers, drive proposals with cross-functional teams, manage deal progression and CRM hygiene, represent Shield AI at events, and communicate pipeline and risks to leadership to achieve revenue growth.
Founded in 2015, Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software and V-BAT and X-BAT aircraft. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube.
The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense 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, 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
#LI-KC5
#LE
Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.
Similar Jobs at Shield AI
Aerospace • Artificial Intelligence • Machine Learning • Robotics • Software
Deploy and integrate Shield AI's Hivemind autonomy software with customers, providing on-site technical support, training, debugging, and developing autonomy applications using the Shield AI SDK (C++). Collaborate with engineering and sales teams on pre- and post-sales activities, documentation, and product improvements. Role requires frequent international travel (~50%).
Top Skills:
APIsC++HivemindShield Ai Enterprise Software Development Kit
What you need to know about the Singapore Tech Scene
The digital revolution has driven a constant demand for tech professionals across industries like software development, data analytics and cybersecurity. In Singapore, one of the largest cities in Southeast Asia, the demand for tech talent is so high that the government continues to invest millions into programs designed to develop a talent pipeline directly from universities while also scaling efforts in pre-employment training and mid-career upskilling to expand and elevate its workforce.
