# Business Development & Sales Lead

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** London, United Kingdom
**Role:** Business Development
**Skills:** Business Development, Sales Strategy, Capture Strategy, Uas, Isr, Mission Autonomy, Artificial Intelligence, Defence Procurement, Proposal Development, Competitive Analysis, Stakeholder Management, Negotiation, CRM, Forecasting, Sc Clearance
**Posted:** 2026-06-26

> Leads UK defence business development for V-BAT ISR and Hivemind mission autonomy capabilities, shaping urgent and complex acquisition opportunities from requirement development through close. Requires UK special operations or special mission experience, defence procurement expertise, commercial selling experience, and active SC clearance.

## Job Description

## 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.

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