# Senior Staff BD Account Executive, Hivemind - Federal Civilian Agencies

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Washington, DC
**Role:** Account Executive
**Salary:** $270k – $400k/yr
**Experience:** 10+ years
**Skills:** Business Development, sales, AI/ML, autonomy, SaaS, aerospace, defense, government acquisition, capture strategy, CRM, Competitive Analysis, proposal development, unmanned systems, Forecasting, security clearance
**Posted:** 2026-08-12

> Drives the full sales lifecycle and capture strategy for Hivemind autonomy solutions across U.S. government and defense accounts. The role requires 10–15+ years of complex technical sales experience, government acquisition expertise, and a proven record of closing strategic deals.

## Job Description

## Responsibilities
- Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts and territories, from pipeline generation through close.
- Develop and execute territory and capture strategies for priority pursuits, aligned with Shield AI’s long-term strategic plan.
- Identify, qualify, and shape new business opportunities by understanding customer missions, budgets, and acquisition pathways.
- Build and maintain relationships with decision-makers, program offices, and influencers across defense and government customers.
- Lead proposal development 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, including qualification, deal strategy, forecasting accuracy, and CRM hygiene.
- Represent Shield AI at industry events, conferences, and customer engagements.
- Communicate pipeline status, risks, and milestones clearly to internal stakeholders and leadership.

## Requirements
- 10–15+ years of experience in business development or sales roles in technically complex domains such as AI/ML, autonomy, SaaS, aerospace, or defense.
- Proven track record of owning and closing deals, particularly within U.S. government and defense markets.
- Deep understanding of government acquisition processes and procurement lifecycles.
- Strong experience developing and executing capture strategies for complex opportunities.
- Technical aptitude and ability to engage credibly with Engineering, Product, and Operations 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.

## Nice-to-Haves
- Experience selling autonomy, AI/ML, or unmanned systems.
- Military experience.
- Established relationships within defense, government, or aerospace customer sets.
- Experience working with Large Systems Integrators and strategic partners.
- Active security clearance or eligibility to obtain one.
- MBA or equivalent graduate degree.
- Ability to travel as needed for customer engagements and industry events.

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