Senior Staff BD Account Executive - Autonomy Specialist (R5001)

Overview

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 UAE 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 UAE 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

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
• #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.
• We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses.
• These tools assist our recruitment team but do not replace human judgment.
• Final hiring decisions are ultimately made by humans.
• If you would like more information about how your data is processed, please contact us.