Senior Business Development Lead - Hivemind - Ukraine

The role

Lead business development for Shield AI's Hivemind autonomy software in Ukraine, with a main focus on defense and government customers. Own the full sales cycle from pipeline generation to close, and build capture strategies for priority pursuits.

What you will do

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts or territories
• Develop and execute territory and capture strategies for priority pursuits
• Identify, qualify, and shape new business opportunities
• Build and maintain relationships with decision-makers, program offices, and influencers in defense and government
• Lead proposal development with BD Operations and cross-functional teams
• Conduct competitive analysis and position Hivemind in multi-stakeholder environments
• Work with Product, Engineering, and Solutions teams to turn customer needs into solutions
• Manage deal progression, forecasting accuracy, and CRM hygiene
• Represent Shield AI at industry events, conferences, and customer engagements
• Report pipeline status, risks, and key milestones to internal stakeholders and leadership

Required qualifications

• 10 to 15+ years of experience in business development, sales, or capture roles in technically complex domains
• Proven track record of owning and closing deals, particularly in European 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 able to work in a fast-paced environment

Nice to have

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

Benefits

• Comprehensive total rewards package aligned to your country office location

Before you apply

• Details of compensation and benefits are available from your talent acquisition partner

About the company

Shield AI is a venture-backed defense-tech company that builds intelligent systems to protect service members and civilians. Its products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation technologies.