Senior Business Development Lead
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Job Description
Business Development Lead driving Shield AI Hivemind autonomy sales across Germany and Central Europe. Owning complex defense and government opportunities from pipeline generation through close.
Responsibilities:
- 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
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
- 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
Benefits:
- Comprehensive total rewards package aligned to your country office location
- Compensation and benefits details available through the talent acquisition partner
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