# Senior Staff BD Account Executive, Hivemind - Federal Civilian Agencies (R5589) **Company**: Shield AI **Location**: Washington, DC **Work arrangement**: onsite **Experience**: senior **Job type**: full-time **Salary**: USD 270,000-400,000 per-year-salary **Category**: Sales **Industry**: Technology **Apply**: https://jobs.lever.co/shieldai/8a292a29-1368-4f35-ab80-73754b9f5839?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_01f58e63-1e7 ## Description Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Americas, with a primary focus on U.S.-based defense and government customers. The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating government acquisition processes, and a proven track record of winning and expanding strategic accounts. **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 Americas Hivemind business **Required qualifications:** - 10–15+ years of experience in business development or sales roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar) - Proven track record of owning and closing deals, particularly within U.S. government and defense markets - Deep understanding of government 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 ## Skills ### Required - business development - sales - government acquisition processes - capture strategies - technical aptitude - communication - negotiation - stakeholder management ### Nice to have - autonomy - AI/ML - unmanned systems (UAS) - military experience - established relationships within defense, government, or aerospace customer sets - Large Systems Integrators (LSIs) - strategic partners - security clearance - MBA or equivalent graduate degree --- Source: [Apply at jobs.lever.co](https://jobs.lever.co/shieldai/8a292a29-1368-4f35-ab80-73754b9f5839?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)