Sr. Staff BD Account Executive - Autonomy Specialist, Japan (R5096)

The role

This role drives growth for Hivemind autonomy software across Asia, focused on Japanese defense and government customers. You will own the full sales cycle, build capture strategies, and work with Product, Engineering and Strategic Engagement teams.

What you will do

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts and territories
• Develop and execute territory and capture strategies for priority pursuits
• Identify, qualify and shape new business opportunities based on customer missions, budgets and acquisition pathways
• 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 technical and operational solutions
• Manage deal progression, forecasting and CRM hygiene
• Represent Shield AI at industry events, conferences and customer engagements
• Report pipeline status, risks and 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 Japanese 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 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
• Bachelor's degree
• Fluent in English and Japanese

Nice to have

• Experience selling autonomy, AI/ML or unmanned systems (UAS) solutions
• Prior military experience
• Established relationships within defense, government or aerospace customers
• Experience working with Large Systems Integrators (LSIs) and strategic partners
• Ability to travel 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

• Security clearance is listed as preferred, with active or eligibility for clearance a plus
• Full compensation and benefits details 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.