Territory Business Development Manager - Navy (R6264)

The role

You will own the Navy go-to-market strategy and bookings target for Shield AI's autonomy software and unmanned systems. You will move opportunities from early engagement through contract award with Navy stakeholders.

What you will do

• Own and execute the Navy go-to-market strategy for pipeline, opportunity advancement and bookings.
• Carry full accountability for the Navy bookings target, including pipeline health, forecast accuracy and closed bookings.
• Identify and pursue new Navy opportunities across program offices, systems commands, fleet organizations and modernization initiatives.
• Build and maintain a qualified Navy pipeline from early engagement through contract award.
• Own the full sales cycle, including closing deals and meeting Navy quota targets.
• Translate Navy operational challenges into funded procurement opportunities.
• Develop trusted relationships with Navy program managers, operational leaders, requirements sponsors and acquisition stakeholders.
• Coordinate internal teams, including engineering, product, program management and capture resources.
• Lead opportunity strategy, capture plans and support for proposal efforts.
• Drive adoption and expansion of fielded capabilities for Navy customers.

Required qualifications

• Bachelor's degree and experience in defense sales, business development or military operations.
• 5+ years of experience in business development, sales or capture roles in technically complex domains.
• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
• Experience working with Navy customers, program offices, systems commands, fleet organizations or operational units.
• Strong understanding of military operations, Navy mission needs and Department of Defense procurement processes.
• Ability to manage multiple opportunities and drive deals through long, complex sales cycles.
• Strong communication and relationship-building skills with technical, operational and acquisition stakeholders.
• Ability to translate operational needs into solution-driven sales opportunities.
• Ability to obtain a TS/SCI clearance.
• Located near major Navy commands and able to travel up to 50% of the time.

Nice to have

• An active Secret or Top Secret clearance.

Benefits

• Bonus for full-time regular employees.
• Benefits for full-time regular employees.
• Equity for full-time regular employees.
• Temporary benefits package for temporary employees, applicable after 60 days of employment.

Before you apply

• All offers are contingent on a cleared background and possible reference check.
• A TS/SCI clearance must be obtainable.
• Military fellows and part-time employees are not eligible for benefits.

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.