Business Development Lead, Baltics

Responsibilities

• Own and execute go-to-market strategy across assigned Baltic markets, aligning territory activities with strategic growth priorities and customer mission requirements.
• Build and grow a pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities.
• Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed sales quota.
• Engage senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners.
• Represent and differentiate Shield AI’s autonomy and aircraft portfolio by articulating mission outcomes, operational advantages, and integration pathways.
• Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies.
• Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams.
• Maintain forecasting, pipeline management, opportunity tracking, and campaign reporting.
• Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks.
• Support executive customer engagement after award, customer success, follow-on growth, and long-term account expansion.

Requirements

• Typically 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology environments.
• Experience operating across international defence, government, or regulated markets and navigating complex stakeholder and procurement environments.
• Demonstrated success identifying, shaping, and advancing complex opportunities involving long sales cycles, senior stakeholders, and technically differentiated solutions.
• Strong executive presence and ability to build credibility with military, government, industry, and strategic partner stakeholders.
• Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies.
• Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills.
• Willingness and ability to travel frequently throughout the territory and internationally.
• Based within the region or willing to relocate to a strategic location within the assigned territory.
• Fluency in English and regional languages relevant to the assigned market.
• Bachelor’s degree or equivalent professional, military, or operational experience preferred.

Nice-to-haves

• Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities.
• Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry partners.
• Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement programs.
• Prior military, operational defence, government, or national security experience.

Benefits

• Opportunity to work at the forefront of AI, autonomy, and next-generation defence systems.
• Entrepreneurial, mission-driven environment with impact on international growth and strategic defence partnerships.
• Collaboration with teams solving complex operational challenges.