Territory Business Development Manager Navy
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 own and execute the Navy go-to-market strategy across the product portfolio. You will build and manage a qualified pipeline, lead the full sales cycle, forecast bookings, and close quota-carrying opportunities. You will work with Navy stakeholders to turn operational challenges into funded procurement, lead opportunity and capture strategies, coordinate internal resources, and expand adoption of fielded capabilities. Travel to Navy locations may be required up to 50% of the time.
Requirements
- 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
- 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
- Understanding of military operations, Navy mission needs, and Department of Defense procurement processes
- Ability to manage multiple opportunities and complex sales cycles
- 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
- Ability to travel up to 50% to Navy installations, fleet locations, and program offices
Responsibilities
- Own and execute the Navy go-to-market strategy
- Carry accountability for Navy bookings targets, pipeline health, forecasts, and closed bookings
- Identify, shape, and pursue Navy opportunities
- Build and maintain a qualified Navy opportunity pipeline
- Own the full sales cycle and close deals
- Translate operational challenges into funded procurement opportunities
- Develop relationships with Navy program, operational, requirements, and acquisition stakeholders
- Coordinate engineering, product, program management, and capture resources
- Lead opportunity strategy, customer requirement shaping, capture plans, and proposal efforts
- Maintain pipeline forecasts, bookings projections, and opportunity records
- Drive adoption and expansion of fielded capabilities
Benefits
- Bonus
- Equity