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About the Role
Shield AI is seeking a high-performing Business Development Lead to drive growth for Hivemind Autonomy across Central Europe, with a primary focus on Germany-based defense and government customers. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes.
Responsibilities
- 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 rigour (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
Requirements
- 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
- Ability to travel as needed for customer engagements and industry events
- Active or eligibility for security clearance
Skills
- AI/ML
- Autonomy
- SaaS
- Aerospace/Defence
- Business Development
- Sales
- Capture
- Negotiation
- Stakeholder Management
Location
- Central Europe
- Germany
Work Type
- Full-time
Experience Level
- 10-15+ years
Education Level
- MBA or equivalent graduate degree
Benefits
- Comprehensive total rewards package aligned to country office location
About the Company
- 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, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies.
- With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide.