Senior Staff BD Account Executive, Hivemind - Army (R4794)

Job description

Job responsibilities

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
• Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
• Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
• Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
• Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
• Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
• Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene)

Job requirements

• 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
• Proven track record of owning and closing deals, particularly within U.S. government or defense markets
• Deep understanding of defense acquisition processes and government procurement lifecycle
• Strong experience developing and executing capture strategies for complex opportunities
• Technical aptitude and ability to engage credibly with E ngineering, P roduct , and O perational stakeholders
• Excellent communication, negotiation, and stakeholder management skills
• Self-motivated, results-oriented, and capable of operating in a fast-paced environment
• Bachelor’s degree required