# Business Development Lead

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Copenhagen, Denmark
**Role:** Business Development
**Experience:** 6+ years
**Skills:** Business Development, Go-to-Market Strategy, Pipeline Management, Account Management, Sales Forecasting, Negotiation, Stakeholder Management, Uas, Autonomous Systems, Isr, Mission Systems, Artificial Intelligence, Foreign Military Sales, Export Compliance
**Posted:** 2026-08-26

> Leads defence business development and quota-carrying growth across Denmark, managing territory strategy, strategic accounts, partnerships, and complex government opportunities. Requires 6+ years in defence, aerospace, national security, or advanced technology and strong stakeholder, commercial, and technical credibility.

## Job Description

## 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.

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