Senior Staff BD Account Executive, Hivemind - Air Force (R4795)

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. With offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube.  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 role is responsible for identifying, 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 proven track record of winning and expanding strategic accounts.  #LI-KC5 #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. ### Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal 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.  country: US all locations: [Washington, DC] commitment: Full Time Employee department: Growth Division location: Washington, DC team: Business Development What you'll do::   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   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, accurate forecasting 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)  Proven track record of owning and closing deals, particularly within U.S. government or defense markets  Deep understanding of defense 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      Preferred qualifications:: Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus  Prior 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