# Senior Staff BD Account Executive, Hivemind - Army (R4794)

**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, Account Management, Sales Strategy, Capture Management, Defense Acquisition, Government Procurement, Proposal Development, Competitive Analysis, Artificial Intelligence, Machine Learning, Autonomy, CRM, Forecasting, Unmanned Systems, Security Clearance
**Posted:** 2026-04-09

> Drives the full sales and capture lifecycle for Hivemind autonomy solutions across U.S. defense and government accounts. The role requires 10–15+ years of complex-domain sales or business development experience, defense acquisition expertise, technical credibility, and a bachelor’s degree.

## Job Description

## Responsibilities
- Own 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.
- Identify, qualify, and shape opportunities by understanding customer missions, budgets, and acquisition pathways.
- Build relationships with decision-makers, program offices, and influencers across defense and government customers.
- Lead proposal development with BD Operations and cross-functional teams.
- Conduct competitive analysis and position Hivemind in complex, multi-stakeholder environments.
- Partner with Product, Engineering, and Solutions teams to translate customer needs into technical and operational solutions.
- Manage qualification, deal strategy, forecasting accuracy, CRM hygiene, and deal progression.
- Represent the company at industry events, conferences, and customer engagements.
- Communicate pipeline status, risks, and milestones to internal stakeholders and leadership.

## Requirements
- 10–15+ years of experience in business development, sales, or capture 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 or defense markets.
- Deep understanding of defense acquisition processes and the government procurement lifecycle.
- 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 and results-oriented, with the ability to operate in a fast-paced environment.
- Bachelor’s degree required.

## Nice-to-haves
- Experience selling autonomy, AI/ML, or unmanned systems.
- Prior military experience.
- Established relationships within defense, government, or aerospace customer sets.
- Experience working with large systems integrators and strategic partners.
- Ability to travel for customer engagements and industry events.
- Active or eligible security clearance.
- MBA or equivalent graduate degree.

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