# Senior Director, Deal Strategy Execution (R6259)

**Company**: Shield AI
**Location**: Washington, D.C.
**Work arrangement**: onsite
**Experience**: executive
**Job type**: Full Time Employee
**Salary**: USD 199,000-299,000 per-year-salary
**Category**: Sales
**Industry**: Technology

**Apply**: https://jobs.lever.co/shieldai/d61baa89-5f07-4853-a84c-67ec3c6669d3?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_570c95c5-771

## Description

Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI's technology actively supports operations worldwide.

The Senior Director, Deal Strategy Execution (DSE) owns the operating model that turns Shield AI's most complex, highest-value domestic and international opportunities into repeatable, executable transactions. This is not a traditional deal desk. It is a strategic deal architecture and execution function: a force multiplier for the field that helps teams build winning deal structures, terms, and negotiation approaches faster, accelerate cross-functional decisions, protect margin and risk posture, and convert successful one-off transactions into reusable plays.

The role exists because Shield AI's opportunity set is increasingly defined by complex government and international transactions where a product sale alone is insufficient. Customers require combinations of autonomous platforms, software subscriptions, payloads, training, field services, integration, sustainment, and partner-led delivery. Each transaction introduces unique constraints around product maturity, delivery capacity, exportability, contracting pathway, pricing, and risk, and the company needs a single operating mechanism that translates all of it into viable, approvable, and scalable transactions.

This is a leadership role. The Head of DSE builds and directs three functions: Regional Deal Strategists embedded with BD teams, a central Business Proposals function, and an Architecture and Packaging capability. The constant is the operating principle: standardize what can be standardized, and elevate and deliberately govern what must be bespoke.

## Key Responsibilities:

- Team charter and operating model: Set engagement criteria, service levels, decision rights, approval thresholds, and the escalation framework.

- Cross-functional deal governance: Chair cross-functional deal reviews and ensure executives receive clear decisions, trade-offs, and recommendations.

- Strategic deal architecture: Own the quality of deal strategy on priority pursuits.

- Modular deal catalog and packaging: Direct the build and maintenance of the authoritative capability catalog.

- Deal plays and repeatability: Establish the deal-play roadmap aligned to GTM priorities, product maturity, and international growth.

- Exception governance: Govern pricing, terms, and delivery exceptions through clear thresholds and fast escalation.

- Measurement and continuous improvement: Measure business impact and lead postmortems on won and lost strategic business.

- Team leadership and role boundaries: Build and lead Regional Deal Strategists, the Business Proposals team, and the Architecture and Packaging function.

- Enablement and incentives: Partner with the GTM Enablement Lead on trainings and enablement.

## Current Priorities:

- Stand up the organization.

- Deal intake and triage.

- Modular capability catalog.

- Deal plays for priority segments.

- Pre-sales inspection.

- Post-deal learning.

## How the Role Operates:

- Advisory, not administrative.

- Clear guardrails.

- Speed by design.

- One source of truth.

- Cross-functional accountability.

- Decision rights.

- Measurement.

## Requirements:

- Experience: 10+ years in revenue, commercial, or deal or sales leadership roles in B2B technology.

- Demonstrated experience building or leading a deal desk, deal strategy, or commercial structuring function.

- Deep familiarity with international government contracting, international sales, and partner-led motions.

- Defense, dual-use, or public-sector commercial exposure strongly preferred.

- Experience hiring and developing high-performing teams of strategists and proposal professionals.

## Skills and Disposition:

- Deal architect.

- Cross-functional orchestrator.

- Negotiation craft.

- Writes well.

- Standardizer by instinct.

- Calibrated on the line between governing exceptions and adding bureaucracy.

## Skills

### Required
- deal strategy
- commercial structuring
- international government contracting
- negotiation
- leadership

### Nice to have
- defense
- dual-use
- public-sector commercial

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Source: [Apply at jobs.lever.co](https://jobs.lever.co/shieldai/d61baa89-5f07-4853-a84c-67ec3c6669d3?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)