Senior Business Development Manager - Poland

The role

Own and grow Shield AI's go-to-market strategy and defence sales across assigned markets in Poland. Build the pipeline, lead deals from shaping to contract close, and carry a sales quota for the territory.

What you will do

• Own and execute the go-to-market strategy across assigned markets.
• Build and grow a disciplined pipeline across autonomy, aircraft, ISR and mission-system opportunities.
• Lead end-to-end deal closure, including proposals, negotiation and contract close, to meet or exceed quota.
• Engage senior military leaders, Ministries of Defence, procurement authorities and strategic partners.
• Represent Shield AI's autonomy and aircraft portfolio, including V-BAT, X-BAT, ViDAR-enabled ISR and Hivemind.
• Develop regional partnerships, consultants, industrial participation and offset-aligned strategies.
• Coordinate cross-functional teams for capture and delivery.
• Maintain forecasting, pipeline management and campaign reporting.
• Provide regional market intelligence on competitors, customer demand and risks.
• Support executive customer engagement after award for follow-on growth.

Required qualifications

• 6+ years in business development, capture, sales, account management or related customer-facing roles in defence, aerospace, national security or advanced technology.
• Experience operating across international defence, government or regulated markets.
• Proven success advancing complex opportunities with long sales cycles and senior stakeholders.
• Strong executive presence and credibility with military, government and industry stakeholders.
• Technical aptitude in autonomous systems, ISR, mission systems, AI-enabled capabilities or related defence technologies.
• Strong communication, negotiation, stakeholder management and cross-functional collaboration skills.
• Willingness and ability to travel frequently throughout the territory and internationally.
• Based within the region, or willing to relocate within the assigned territory.
• Fluency in English and regional languages relevant to the assigned market.
• Bachelor's degree or equivalent professional, military or operational experience.

Nice to have

• Experience with UAS, autonomy, ISR, mission systems, aerospace or AI-enabled operational capabilities.
• Existing relationships across defence ministries, military organizations, procurement authorities or strategic industry partners in the territory.
• Experience supporting direct commercial sales, Foreign Military Sales (FMS) or international government procurement programs.
• Prior military, operational defence, government or national security experience.

Benefits

• Comprehensive total rewards package aligned to your country office location.
• Full compensation and benefits details available from your talent acquisition partner.

Before you apply

• Based within the region, or willing to relocate within the assigned territory.

About the company

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