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14 days ago
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Founded in 2015, 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 and V-BAT and X-BAT aircraft. 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, visit www.shield.ai.Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across Asia, with a primary focus on Japanese 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.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 planIdentify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathwaysBuild and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customersLead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositionsConduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environmentsPartner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutionsManage 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 pipelineCommunicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestonesMeasures of Success (First 6–12 Months) :Strong pipeline generation and progression within assigned accounts and territoriesSuccessful execution of capture strategies resulting in qualified opportunities and winsImproved deal velocity and win rates through disciplined qualification and positioningEstablishment of trusted relationships with key customer stakeholders and partnersConsistent, accurate forecasting and high-quality CRM and pipeline hygieneMeaningful contribution to revenue growth across the Americas Hivemind businessRequired 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 Japanese government or defense marketsDeep understanding of defense acquisition processes and government procurement lifecycleStrong experience developing and executing capture strategies for complex opportunitiesTechnical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholdersExcellent communication, negotiation, and stakeholder management skillsSelf-motivated, results-oriented, and capable of operating in a fast-paced environmentBachelor’s degree requiredFluent in: English, JapanesePreferred qualifications:Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plusPrior military experienceEstablished relationships within defense, government, or aerospace customer setsExperience working with Large Systems Integrators (LSIs) and strategic partnersAbility to travel as needed for customer engagements and industry eventsActive or eligibility for security clearanceMBA or equivalent graduate degreeOur international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.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.
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