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Senior Staff BD Account Executive, Hivemind - Army (R4794)

Shield AI

Washington, DC • $270,000 to $400,000 / yr • 9/22/2026

Professional , Sales

Job Description

Job 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-BATaircraft, 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. For more information, visitwww.shield.ai. Follow Shield AI onLinkedIn,X,Instagram, andYouTube.
Job Description:

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Americas, with a primary focus on U.S.-based defense and government customers.

This roleis responsible foridentifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes.

The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense acquisition processes, and a proventrack recordof winning and expanding strategic accounts.

What you'll do:

  • Own and drive the full sales lifecyclefor Hivemind opportunities across assigned accounts/territories (pipeline generation through close)

  • Develop and executeterritory andcapture 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 andmaintainstrong 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 requirementsand 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

Measures of Success (First 6–12 Months)

  • Strong pipeline generation and progression within assigned accounts and territories

  • Successful execution of capture strategies resulting in qualified opportunities and wins

  • Improved deal velocity and win rates through disciplined qualification and positioning

  • Establishment of trusted relationships with key customer stakeholders and partners

  • Consistent,accurateforecasting and high-quality CRM and pipeline hygiene

  • Meaningful contribution to revenue growth across the Americas Hivemind business

Required qualifications:

  • 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)

  • Proventrack recordof owning and closing deals, particularly within U.S. government or defense markets

  • Deep understanding of defense acquisition processes andgovernmentprocurement lifecycle

  • Strong experience developing and executing capture strategies for complex opportunities

  • Technical aptitude and ability to engage credibly withEngineering,Product, andOperationalstakeholders

  • Excellent communication, negotiation, and stakeholder management skills

  • Self-motivated, results-oriented, and capable of operating in a fast-pacedenvironment

  • Bachelor’s degreerequired

Preferred qualifications:

  • Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutionsa plus

  • Prior military experience

  • Established relationships within defense, government, or aerospace customer sets

  • Experience working with Large Systems Integrators (LSIs)andstrategicpartners

  • Ability to travel as needed for customer engagements and industry events

  • Active or eligibility for security clearance

  • MBA or equivalent graduate degree

Pay range is based on On Target Earnings (OTE)
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#LE
Full-time regular employee offer package:
Pay within range listed + Bonus + Benefits + Equity
Temporary employee offer package:
Pay within range listed above + temporary benefits package (applicable after 60 days of employment)
Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check. Military fellows and part-time employees are not eligible for benefits. Please speak to your talent acquisition representative for more information.
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Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed toequal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.