Senior Business Development Lead

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts and territories, from pipeline generation through close
• Develop and execute territory and capture strategies for priority pursuits
• Identify, qualify, and shape new business opportunities based on customer missions, budgets, and acquisition pathways
• Build and maintain relationships with defense and government customer decision-makers, program offices, and influencers
• Lead proposal development with BD Operations and cross-functional teams
• Conduct competitive analysis and position Hivemind in complex, multi-stakeholder environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into technical and operational solutions
• Manage deal progression, qualification, deal strategy, forecasting accuracy, CRM hygiene, and pipeline quality
• Represent Shield AI at industry events, conferences, and customer engagements
• Communicate pipeline status, risks, and milestones to internal stakeholders and leadership
• Generate and progress pipeline within assigned accounts and territories
• Execute capture strategies resulting in qualified opportunities and wins
• Improve deal velocity and win rates through disciplined qualification and positioning
• Establish trusted relationships with customer stakeholders and partners
• Contribute to revenue growth across the Americas Hivemind business

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

• Comprehensive total rewards package aligned to your country office location
• Compensation and benefits details available through the talent acquisition partner