Senior Staff BD Account Executive, Hivemind - Federal Civilian Agencies (R5589)

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