Senior Staff BD Account Executive, Hivemind - Federal Civilian Agencies (R5589)

Shield AI

Washington, DC

On-site

Who this role is best for

Geared toward experienced sales professionals comfortable with driving full sales lifecycles in technically complex domains, this role emphasizes deep government acquisition expertise and strategic alignment with defense and federal civilian agency priorities.

Best fit for

Experienced sales professionals with a strong background in government contracts and technical sales.
— “10–15+ years of experience in business development or sales roles in technically complex domains”
Candidates who have successfully navigated U.S. government procurement processes and closed large deals.
— “Proven track record of owning and closing deals, particularly within U.S. government and defense markets”
Individuals with a strategic mindset and ability to execute capture strategies for complex opportunities.
— “Strong experience developing and executing capture strategies for complex opportunities”

Things to consider

Travel expectations may be high, as the role involves attending industry events and customer engagements.
— “Represent Shield AI at industry events, conferences, and customer engagements”
Security clearance is a requirement, which may affect eligibility for the role.
— “Active or eligibility for security clearance”

How to stand out

Highlight your experience in translating customer needs into technical solutions.
— “Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions”
Demonstrate your ability to manage complex deals with rigorous qualification and forecasting.
— “Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene)”
Showcase your understanding of government acquisition processes and how you've utilized them in past roles.
— “Deep understanding of government acquisition processes and government procurement lifecycle”

Pace · Fast PacedCollaboration · MediumAutonomy · HighDecision Impact · TeamLevel · Senior

Derived from job-description analysis by Serendipath's career intelligence engine.

What success looks like

Strong pipeline generation and progression
Successful execution of capture strategies
Improved deal velocity and win rates
Established trusted relationships with key customer stakeholders
Consistent, accurate forecasting and high-quality CRM and pipeline hygiene

Typical background

10–15+ years of experience in business development or sales roles in technically complex domainsProven track record of owning and closing deals within U.S. government and defense marketsDeep understanding of government acquisition processes and government procurement lifecycle

Skills & requirements

Required

Sales Lifecycle ManagementTerritory Strategy DevelopmentCustomer Relationship ManagementProposal DevelopmentCompetitive AnalysisTechnical Solution DevelopmentDeal Progression ManagementForecasting AccuracyCRM HygieneMarket Presence ExpansionPipeline GenerationCustomer EngagementStakeholder CommunicationTechnical AptitudeNegotiationStakeholder Management

Preferred

AutonomyMilitary ExperienceDefense Industry RelationshipsLarge Systems Integrators (lsis) Experience

Stack & domain

SalesBusiness DevelopmentAi/mlAutonomySaasAerospace/defenseGovernment ProcurementProposal DevelopmentCompetitive AnalysisTechnical SolutionsLeadershipCommunicationNegotiationStakeholder ManagementDefenseGovernmentAerospace

About the role

Original posting from Shield AI via Lever

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-BAT aircraft, 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, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube.
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 or sales 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 and defense markets
Deep understanding of government 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
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
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 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.

Source: Shield AI careers (Lever)