# Senior Business Development Manager - Poland

**Company**: Shield AI
**Location**: Warsaw
**Work arrangement**: onsite
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology

**Apply**: https://jobs.lever.co/shieldai/323181a4-dba7-4027-8ef7-5f943b401631?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_740d4ddf-7c6

## Description

Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines.

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across Europe, with a primary focus on Poland-based defense and government customers. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies.

## Responsibilities

- 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 rigour (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

## 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

- Bachelor’s degree required

## Preferences

- 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

## Skills

### Required
- business development
- sales
- capture
- AI/ML
- autonomy
- SaaS
- aerospace/defence

### Nice to have
- unmanned systems (UAS)
- prior military experience
- established relationships within defense, government, or aerospace customer sets
- experience working with Large Systems Integrators (LSIs) and strategic partners

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Source: [Apply at jobs.lever.co](https://jobs.lever.co/shieldai/323181a4-dba7-4027-8ef7-5f943b401631?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)