Description
Shield AI is seeking a high-performing Senior Business Development Lead to drive growth for Hivemind Autonomy across Central Europe, with a primary focus on Germany-based defense and government customers.
You will own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories, developing and executing territory and capture strategies for priority pursuits. You will identify, qualify, and shape new business opportunities through a deep understanding of customer missions, budgets, and acquisition pathways.
Key responsibilities include:
- Developing and maintaining strong relationships with key decision-makers, program offices, and influencers across defense and government customers
- Leading proposal development in partnership with BD Operations and cross-functional teams
- Conducting competitive analysis and positioning Hivemind effectively in complex, multi-stakeholder environments
- Managing deal progression with rigour, including qualification, deal strategy, forecasting accuracy, and CRM hygiene
- Representing Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
Measures of success in the first 6-12 months include:
- 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
The ideal candidate has 10-15+ years of experience in business development, sales, or capture roles in technically complex domains, including AI/ML, autonomy, SaaS, aerospace/defence, or similar. They should have a proven track record of owning and closing deals, particularly within European government or defence markets, and a deep understanding of defence acquisition processes and government procurement lifecycle.