Business Development Lead, Central Europe – DACH, Czech Republic, Slovakia
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Job Description
Business Development Lead driving Shield AI’s autonomous aircraft, ISR, and AI defence technology growth across Central Europe. Owning territory strategy, strategic accounts, partnerships, and sales quota.
Responsibilities:
- Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer mission requirements
- Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities
- Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota
- Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory
- Represent and differentiate Shield AI’s autonomy and aircraft portfolio by articulating mission outcomes, operational advantages, and integration pathways
- Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies
- Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams
- Maintain forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory
- Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks
- Support executive customer engagement after award, customer success, follow-on growth, and long-term account expansion
Requirements:
- Typically requires 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology environments
- Experience operating across international defence, government, or regulated markets, including navigating complex stakeholder and procurement environments
- Demonstrated success identifying, shaping, and advancing complex opportunities involving long sales cycles, senior stakeholders, and technically differentiated solutions
- Strong executive presence and ability to build credibility with military, government, industry, and strategic partner stakeholders
- Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies
- Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills
- Willingness and ability to travel frequently throughout the territory and internationally
- Based within the region, or willing to relocate to a strategic location within the assigned territory
- Fluency in English and regional languages relevant to the assigned market
- Bachelor’s degree or equivalent professional, military, or operational experience preferred
- Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities
- Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry partners within the assigned territory
- Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement programs
- Prior military, operational defence, government, or national security experience
Benefits:
- Comprehensive total rewards package aligned to your country office location
- Opportunity to work at the forefront of AI, autonomy, and next-generation defence systems
- Highly entrepreneurial and mission-driven environment
- Direct impact on international growth and strategic defence partnerships
- Collaboration with exceptional teams solving complex operational challenges
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