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

Shield AI•Washington, DC

19h•Remote

About The Position

Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with autonomous intelligent systems. Its products include the V-BAT and X-BAT aircrafts, Hivemind (Enterprise, & Vision), and Aechelon product lines. With offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined account and capture strategies. You will partner closely with Sales Leadership, Field Engineering, and Product teams to deliver mission-critical outcomes to our 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.

Requirements

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

Nice To Haves

Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus
Military experience
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

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 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