Business Development & Sales Lead

Responsibilities

• Own and drive the full sales lifecycle for V-BAT ISR opportunities across assigned accounts and territories, from pipeline generation through close, with a focus on accelerated and non-standard acquisition pathways.
• Identify, qualify, and pursue urgent operational requirement opportunities using knowledge of how end-user communities generate, validate, and fund time-critical capability needs.
• Develop and execute territory and capture strategies for priority pursuits aligned with Shield AI’s strategic plan and evolving UK and allied special operations requirements.
• Build trusted relationships with decision-makers, capability sponsors, programme offices, and influencers across the special mission and broader defence community.
• Shape requirements at source by engaging users, capability development functions, and acquisition intermediaries before formal requirements are established.
• Identify Hivemind mission autonomy opportunities through V-BAT customer engagement and partner with the wider business development team to advance them.
• Lead proposal development with BD Operations and cross-functional teams.
• Conduct competitive analysis and position Shield AI’s capabilities in complex, multi-stakeholder environments.
• Partner with Product, Engineering, and Solutions teams to translate operational needs into technical and mission-relevant V-BAT and Hivemind solutions.
• Manage qualification, deal strategy, forecasting accuracy, CRM hygiene, pipeline progression, and key milestones.
• Represent Shield AI at relevant industry events, exercises, and customer engagements.
• Communicate pipeline status, risks, and milestones to internal stakeholders and leadership.

Measures of Success

• Generate a credible V-BAT ISR pipeline within the special mission and urgent-operational-requirement customer set.
• Identify and shape at least one urgent or accelerated acquisition opportunity.
• Improve deal velocity and win rates through disciplined qualification and customer positioning.
• Identify at least one Hivemind-relevant opportunity through V-BAT customer engagement.
• Establish trusted relationships with key customer stakeholders, capability development functions, and strategic partners.
• Maintain accurate forecasting and high-quality CRM and pipeline hygiene.
• Contribute meaningfully to revenue growth across the UK and European region.

Required Qualifications

• Substantive operational background in UK special operations, special mission, or high-readiness environments, including experience bridging operational requirements and capability development.
• Direct familiarity with identifying, trialling, acquiring, and sustaining ISR capabilities through non-standard or time-sensitive procurement environments.
• Experience in capability development, capability acquisition, or working with programme sponsors, requirements owners, or acquisition support functions.
• Track record of transitioning from military service into a commercial role selling defence capabilities to special operations or broader MoD customers.
• Deep understanding of UK defence acquisition processes, including formal procurement and accelerated or urgent pathways.
• Experience developing and executing capture strategies for complex, relationship-driven opportunities.
• Technical aptitude and ability to engage with Engineering, Product, and operational stakeholders on UAS ISR performance, integration, and autonomous systems.
• Excellent communication, negotiation, and stakeholder management skills.
• Self-motivated, results-oriented, and able to operate autonomously in a fast-paced, mission-driven environment.
• Active SC clearance at minimum; DV clearance or strong eligibility preferred.

Preferred Qualifications

• Commercial experience selling UAS, ISR, autonomous systems, or AI-enabled mission systems to UK defence or allied special operations customers.
• Established commercial relationships within the special operations or special mission community.
• Familiarity with mission autonomy and AI-enabled systems in special operations and defence capability planning.
• Experience engaging Large Systems Integrators and strategic partners in the UK UAS and autonomous systems market.
• Familiarity with the UK and European UAS regulatory and airspace integration landscape.
• Ability to travel for customer engagements and industry events.
• Degree-level education or equivalent professional development.