Territory Business Development Manager, Army (R4796)

Shield AI

5d • $140,000 - $210,000

About The Position

Shield AI is seeking a driven and mission focused Business Development Manager to drive growth across the U.S. Army enterprise by delivering autonomous systems that solve real operational challenges for the warfighter. This role owns the U.S. Army pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with Army stakeholders and internal teams to convert operational needs into funded procurement. This is a quota-carrying role with significant upside tied directly to Army revenue growth. The ideal candidate is a high energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability. This role partners closely with Shield AI’s growth team which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the Army ecosystem. While the growth team supports market strategy and introductions, the Business Development Manager owns opportunity execution and revenue outcomes. This role is ideal for individuals who thrive in high ownership environments and are motivated by building new markets and closing complex deals.

Requirements

• Bachelor’s degree and experience in defense sales, business development, or military operations.
• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
• Experience working with U.S. Army customers, program offices, or operational units.
• Strong understanding of military operations and familiarity with Department of Defense procurement processes.
• Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
• Strong communication and relationship building skills with both technical and operational stakeholders.
• Ability to translate operational needs into solution driven sales opportunities. =
• Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred.
• Located near major Army commands (ie. DC, FT. Benning, Ft. Bragg, etc.) with travel up to 50% of the time to additional Army installations and program offices.

Nice To Haves

• Military experience within the U.S. Army.
• Experience selling advanced technology, autonomy, robotics, or unmanned systems.
• Familiarity with Army modernization priorities and operational concepts.
• Experience working within or alongside Army program offices or acquisition organizations.

Responsibilities

• Own and execute the U.S. Army go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
• Carry full accountability for the Army revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
• Identify, shape, and pursue new opportunities across Army program offices, operational units, and modernization initiatives.
• Build and maintain a qualified pipeline of Army opportunities from early engagement through contract award.
• Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving Army quota targets.
• Work directly with Army stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.
• Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to procurement.
• Develop trusted relationships with Army program managers, operational leaders, and acquisition stakeholders.
• Partner with Shield AI growth advisors who provide Army domain expertise, acquisition insight, and senior level access.
• Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution.
• Lead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts.
• Maintain accurate pipeline forecasting and revenue projections.
• Drive adoption of fielded capabilities that deliver immediate operational value to Army customers.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees