Senior Director Deal Strategy Execution
Shield AI is a U.S. defense-technology company developing mission-autonomy software and autonomous aircraft for military and allied operations.
Funding history
Investors
About Shield AI
Founded in 2015, Shield AI builds Hivemind autonomy software and V-BAT and X-BAT aircraft for operations in contested, GPS- and communications-denied environments. Its current site also presents Aechelon synthetic-reality simulation and Vision Systems detection and tracking products.
Skills
Candidate Availability
Required and preferred rules are kept separate and reflect the wording in the original posting.
About the Role
You will establish the operating model, governance, decision rights, and escalation framework for complex deals. You will lead cross-functional deal reviews, shape commercial strategy and deal architecture, manage exception governance, and build reusable deal plays and capability packaging. You will lead regional deal strategists, business proposals, and architecture and packaging functions.
Requirements
- 10+ years in revenue, commercial, deal, or sales leadership roles in B2B technology
- Experience structuring complex software and hardware transactions
- Experience building or leading a deal desk, deal strategy, or commercial structuring function
- Familiarity with international government contracting, international sales, and partner-led motions
- Experience hiring and developing strategists and proposal professionals
- Commercial structuring, pricing, and negotiation experience
- Ability to produce executive-ready deal briefs, decision memos, and value narratives
Responsibilities
- Set the deal-strategy engagement model, service levels, decision rights, and escalation framework
- Chair cross-functional deal reviews and provide executive recommendations
- Own deal strategy for priority pursuits, including configuration, pricing, terms, partners, and close plans
- Direct the capability catalog, modular packaging, pricing guardrails, and delivery handoffs
- Establish reusable deal plays and convert outcomes into field guidance
- Govern pricing, terms, and delivery exceptions
- Measure deal velocity, win rates, margins, reuse, and delivery outcomes
- Lead postmortems and incorporate lessons into the pre-sales process
- Build and lead regional deal strategists, business proposals, and architecture and packaging functions
- Partner on enablement and incentive programs
Benefits
- Bonus
- Benefits
- Equity