# Senior Staff BD Account Executive - Autonomy Specialist

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** New Delhi, India, Hyderabad, India
**Role:** Account Executive
**Experience:** 10+ years
**Skills:** Business Development, Account Management, Capture Strategy, Defense Acquisition, Government Procurement, AI/ML, Autonomy, SaaS, Aerospace Defense, CRM
**Posted:** 2026-09-01

> Drives the full sales lifecycle for Hivemind autonomy solutions across Indian defense and government accounts, from opportunity shaping through close. Requires 10+ years in complex technical sales or capture, defense acquisition expertise, and strong customer and stakeholder relationships.

## 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.
- 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 Shield AI 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 owning and closing deals, particularly in Indian government or defense markets.
- Deep understanding of defense acquisition processes and government procurement lifecycles.
- 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 comfortable in a fast-paced environment.
- Bachelor's degree required.
- Fluency in English required.

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

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