# District Manager, LATAM

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Remote
**Role:** Account Executive
**Experience:** 12+ years
**Skills:** Go-to-Market Strategy, Pipeline Management, Sales Forecasting, Strategic Accounts, Business Development, Capture Strategy, Uas, Isr, Aviation, Autonomous Systems, Channel Partners, CRM, Export Controls
**Posted:** 2026-09-02

> Leads Shield AI’s Latin America go-to-market strategy, revenue growth, strategic accounts, partner ecosystem, and complex public-sector sales for autonomy software, unmanned aircraft, and simulation technologies. Requires 12+ years of relevant experience, strong LATAM defense relationships, and professional fluency in Spanish and English.

## Job Description

## Responsibilities
- Own and execute the LATAM go-to-market strategy, revenue plan, bookings target, pipeline health, forecast accuracy, and strategic-account performance.
- Develop country and account plans covering target customers, acquisition pathways, partner strategy, competitive positioning, and revenue milestones.
- Build executive relationships with military, government, acquisition, aviation, public-safety, and operational stakeholders.
- Lead opportunities from customer discovery and requirements shaping through capture strategy, proposals, negotiation, award, and expansion.
- Build qualified pipeline and allocate internal resources, executive engagement, travel, and partner investment to priority opportunities.
- Convert demonstrations, pilots, and evaluations into funded programs, deployments, and follow-on business.
- Lead cross-functional teams spanning product, engineering, program management, capture, contracts, finance, legal, and export compliance.
- Develop and manage channel partners, systems integrators, distributors, representatives, and industrial partners.
- Maintain CRM hygiene, forecasting, executive reporting, and compliance with procurement, export-control, anti-corruption, and third-party requirements.
- Represent the company in customer meetings, demonstrations, industry events, and government working sessions.

## Requirements
- Bachelor's degree and 12+ years of sales, business development, capture, or related experience in aerospace, defense, UAS, aviation, ISR, security technology, or comparable mission-focused technology markets.
- 5+ years of commercial or business-development leadership experience, including building and developing teams, partner networks, or regional organizations.
- Demonstrated revenue growth in complex government, defense, aerospace, public-safety, border-security, or national-security markets.
- Experience selling complex hardware, aviation platforms, integrated systems, autonomous capabilities, UAS, ISR solutions, or comparable mission systems with long sales cycles and multi-stakeholder buying processes.
- Ability to build pipeline, shape requirements, lead capture and account strategy, negotiate complex agreements, and close high-value public-sector opportunities.
- Extensive experience with Latin American government, defense, security, public-safety, aviation, or acquisition stakeholders and regional procurement processes.
- Experience working with prime contractors, systems integrators, distributors, channel partners, and local industrial partners.
- Knowledge of aviation and UAS concepts of operation, platform capabilities, customer missions, and competitive dynamics, particularly Group 2–5 UAS, ISR, border security, maritime security, and expeditionary applications.
- Strong executive communication, negotiation, forecasting, cross-functional leadership, and strategic account-planning skills.
- Professional fluency in Spanish and English.
- Ability to meet applicable export-control, travel, background-screening, customer-access, anti-corruption, and third-party compliance requirements.

## Nice-to-haves
- Professional fluency in Portuguese.
- Experience selling Group 3–5 UAS, tactical ISR aircraft, aviation platforms, autonomy-enabled systems, AI-enabled software, command-and-control capabilities, or advanced defense and security technologies in Latin America.
- Ability to translate aircraft performance, payload options, autonomy features, and technical specifications into mission value and customer outcomes.
- Experience advancing aviation, ISR, or unmanned-systems opportunities from demonstration or pilot through procurement, fielding, sustainment, and expansion.
- Familiarity with Latin American defense and public-sector procurement, tender, direct commercial sales, government-to-government, and defense-trade pathways.
- Experience operating in export-controlled or security-sensitive environments and managing third-party due diligence and anti-corruption requirements.
- Experience scaling regional sales, capture, partner-management, or market-development organizations, with established relationships in priority Latin American countries.

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