Territory Business Development Manager - Navy (R6264)

Shield AI•San Diego, CA

About The Position

Shield AI is seeking a mission-focused Navy Territory Business Development Manager to grow its business across the United States Navy. The role owns the Navy pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio, taking opportunities from initial engagement through contract award and partnering with Navy stakeholders and internal teams to turn operational needs into funded procurement. It is a quota-carrying role with compensation upside tied to Navy revenue growth. The manager owns Navy opportunity execution and revenue outcomes, working alongside Shield AI’s growth team, which provides strategic insight, acquisition expertise, and access across the Navy ecosystem. The role suits a high-ownership seller experienced in complex defense sales who can develop markets, build pipeline, advance opportunities, and close deals that deliver operational capability.

Requirements

Bachelor’s degree and experience in defense sales, business development, or military operations.
At least 5 years of experience in business development, sales, or capture roles in technically complex domains.
Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
Experience working with Navy customers, program offices, systems commands, fleet organizations, or operational units.
Strong understanding of military operations, familiarity with Navy mission needs, and knowledge of Department of Defense procurement processes.
Ability to manage multiple opportunities simultaneously and drive deals through long, complex sales cycles.
Strong communication and relationship-building skills with technical, operational, and acquisition stakeholders.
Ability to translate operational needs into solution-driven sales opportunities.
Ability to obtain a TS/SCI clearance.
Located near major Navy commands and able to travel up to 50% of the time to Navy installations, fleet locations, and program offices.

Nice To Haves

Active Secret or Top Secret clearance.

Responsibilities

Own and execute the Navy go-to-market strategy to create pipeline, advance opportunities, and generate bookings across Shield AI’s product portfolio.
Take accountability for the Navy bookings target, pipeline health, opportunity progression, forecast accuracy, and closed bookings.
Identify, shape, and pursue opportunities across Navy program offices, systems commands, fleet organizations, operational units, and modernization initiatives.
Build and maintain a qualified Navy opportunity pipeline from early engagement through contract award.
Own the full sales cycle and close deals to achieve Navy quota targets.
Work with Navy stakeholders to translate operational challenges into funded procurement opportunities.
Advance opportunities from evaluation into funded acquisition and operational deployment.
Develop trusted relationships with Navy program managers, operational leaders, requirements sponsors, and acquisition stakeholders.
Partner with Shield AI growth advisors for Navy domain expertise, acquisition insight, and senior-level access.
Coordinate engineering, product, program management, and capture resources in support of opportunity execution.
Lead opportunity strategy and deal progression, including shaping customer requirements, developing capture plans, and supporting proposal efforts.
Maintain accurate pipeline forecasts, bookings projections, and opportunity records.
Drive adoption and expansion of fielded capabilities that deliver operational value to Navy customers.