Business Development Lead

Responsibilities

• Own and execute go-to-market strategy across assigned markets in Denmark.
• Build and grow a pipeline spanning autonomy, aircraft, ISR, and mission-system opportunities.
• Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close against 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, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities, and Hivemind autonomy software.
• Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies.
• Coordinate Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams.
• Maintain forecasting, pipeline management, opportunity tracking, and campaign reporting.
• Provide market intelligence on competitors, customer demand, and political or operational risks.
• Support executive customer engagement, customer success, follow-on growth, and account expansion after award.

Requirements

• 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles in defence, aerospace, national security, or advanced technology.
• Experience operating across international defence, government, or regulated markets and navigating complex stakeholder and procurement environments.
• Demonstrated success advancing complex opportunities with long sales cycles, senior stakeholders, and technically differentiated solutions.
• Strong executive presence and 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 relevant regional languages.
• Bachelor’s degree or equivalent professional, military, or operational experience preferred.

Preferred Qualifications

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