# Senior Business Development Lead - Hivemind

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Athens, GA, Kyiv, Ukraine, London, United Kingdom, Amsterdam, Netherlands, The Hague, Netherlands
**Role:** Business Development
**Experience:** 10+ years
**Skills:** Business Development, Sales, Capture Strategy, AI/ML, Autonomy, SaaS, Aerospace Defense, Government Procurement, Competitive Analysis, CRM, Unmanned Systems, Security Clearance, Negotiation
**Posted:** 2026-05-18

> Leads business development and capture strategy for Hivemind autonomy solutions across Ukrainian defense and government customers. The role requires 10–15+ years in complex technical sales or capture, strong defense acquisition expertise, and a record of closing government or defense deals.

## 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, aligned with Shield AI’s long-term strategic plan.
- Identify, qualify, and shape new business opportunities by understanding customer missions, budgets, and acquisition pathways.
- Build and maintain relationships with decision-makers, program offices, and influencers across defense and government customers.
- Lead proposal development with BD Operations and cross-functional teams, aligning with customer requirements and value propositions.
- 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 deal progression, including qualification, deal strategy, forecasting accuracy, and CRM hygiene.
- Represent Shield AI at industry events, conferences, and customer engagements.
- Communicate pipeline status, risks, and key 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/defense, or similar.
- Proven track record of owning and closing deals, particularly within European 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, results-oriented, and able to operate in a fast-paced environment.

## Preferred Qualifications
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions.
- Prior military experience.
- Established relationships within defense, government, or aerospace customer sets.
- Experience working with Large Systems Integrators (LSIs) and strategic partners.
- Ability to travel as needed for customer engagements and industry events.
- Active or eligible for security clearance.
- MBA or equivalent graduate degree.

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