Senior Director, Deal Strategy Execution (R6259)

The role

This person will lead Deal Strategy Execution: setting how deals are engaged, reviewed and approved, and shaping deal strategy on priority pursuits. They will also build and lead the deal strategy, proposal and architecture teams.

What you will do

• Set the team charter, engagement criteria, service levels, decision rights, approval thresholds and escalation framework.
• Chair cross-functional deal reviews and give executives clear decisions, trade-offs and recommendations.
• Own deal strategy quality on priority pursuits, including value hypothesis, configuration, pricing, terms, partner path and close plan.
• Direct the build and upkeep of the modular capability catalog, including bundles, eligibility, pricing guardrails and delivery handoffs.
• Build the deal-play roadmap and turn wins, losses and delivery outcomes into reusable tools and content.
• Govern pricing, terms and delivery exceptions with clear thresholds and fast escalation.
• Measure business impact such as cycle time, win rate, gross-margin protection and reuse, and lead postmortems.
• Build and lead Regional Deal Strategists, the Business Proposals team and the Architecture and Packaging function.
• Partner with GTM Enablement, Rev Ops and Business Ops on training and incentives.

Required qualifications

• 10+ years in revenue, commercial or deal or sales leadership roles in B2B technology.
• Material time structuring complex, mixed software and hardware transactions.
• Experience building or leading a deal desk, deal strategy or commercial structuring function.
• Deep familiarity with international government contracting, international sales and partner-led motions.
• Comfort with export considerations, contracting pathways, long cycles, complex stakeholders and program-driven buyers.
• Experience hiring and developing high-performing teams of strategists and proposal professionals.
• Has personally shaped and negotiated high-value, non-standard transactions to close.
• Writes executive-ready deal briefs, decision memos and value narratives.

Nice to have

• Defense, dual-use or public-sector commercial exposure.

Benefits

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

Before you apply

• All offers are contingent on a cleared background check and possible reference check.
• Military fellows and part-time employees are not eligible for benefits.
• Pay depends on factors including skill set, experience, licenses and certifications, and work location.

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.