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.
-
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
-
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
-
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
#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.
Average salary estimate
If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.
Lead strategic RIA relationships and drive adoption of Allocate’s private markets platform across venture, growth, private equity, and private credit for sophisticated wealth advisors.
Emburse is hiring a Senior Director of Mid-Market Sales to scale new-logo growth across West and Central North America by building pipeline discipline, coaching reps on complex multi-stakeholder deals, and driving executive-level conversations.
SpotOn is seeking a Territory Sales Representative to represent its restaurant technology suite across West Cincinnati, building local relationships and closing new merchant accounts to drive revenue and retention.
Lead the build-out and scaling of depthfirst's channel partner ecosystem in San Francisco to drive measurable partner-generated pipeline and closed-won revenue.
Lead Naturium's Specialty Retail commercial strategy as Director of Sales—owning P&L, retailer partnerships, assortment and product launches for a high-growth skincare brand within e.l.f. Beauty.
Lead enterprise sales at Ivo by converting inbound demand into high-value customers and helping shape how our product scales across large organizations.
Lead regional sales and margin strategy for a premium manufacturing firm targeting production builders across the Greater Bay Area, driving multi-million dollar growth and building a results-oriented sales team.
Hobbes is looking for a founding Account Executive to own full-cycle sales and build the go-to-market motion for its autonomous demo agent from its San Francisco HQ.
Lead LoopMe’s strategic agency partnerships portfolio to secure complex, multi‑stakeholder deals and unlock incremental programmatic and mobile/video revenue across holding companies and independent agencies.
We are looking for a French-speaking Sales Development Representative with strong outbound experience to drive lead generation for a growing logistics tech client.
Lead high-impact PoV builds and demo innovation, combining advanced Pigment modelling and AI-native tooling to equip Solution Consultants to win strategic deals.
Acoustic is seeking an energetic Enterprise SDR to drive outbound prospecting and qualify opportunities for AEs while working west-coast hours.
High-earning Sales Consultant role at Alsco focused on territory development, new-business hunting, and uncapped commission earnings with company vehicle and comprehensive benefits.
Our mission is to protect service members and civilians with intelligent systems.
43 jobs
🔮
Hi, I'm Risa! Your AI Career Copilot
you, just ask me below!
