Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the, Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit. Follow Shield AI on, ,, and .
Shield AI is seeking a high-performing Senior Business Development Lead to drive growth for Hivemind Autonomy across the UK, with a primary focus on defense and government customers.
Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems.
This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies.
What you'll do:
1. Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
2. Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
3. Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
4. Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
5. Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
6. Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
7. Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
8. Manage deal progression with rigour (qualification, deal strategy, forecasting accuracy, CRM hygiene)
9. Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
10. Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones
Required Qualifications:
11. 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar)
12. Proven track record of owning and closing deals, particularly within European government or defence markets
13. Deep understanding of defence acquisition processes and government procurement lifecycle
14. Strong experience developing and executing capture strategies for complex opportunities
15. Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
16. Excellent communication, negotiation, and stakeholder management skills
17. Self-motivated, results-oriented, and capable of operating in a fast-paced environment
18. Bachelor’s degree required
Preferred Qualifications:
19. Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions
20. Prior military experience a plus
21. Established relationships within defense, government, or aerospace customer sets
22. Experience working with Large Systems Integrators (LSIs) and strategic partners
23. Ability to travel as needed for customer engagements and industry events
24. Active or eligibility for security clearance
25. MBA or equivalent graduate degree
Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.