# Business Development Manager – Romania Internal Security & Caucasus

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Bucharest, Romania
**Role:** Business Development
**Experience:** 6+ years
**Skills:** Business Development, Account Management, Sales, Pipeline Management, Go-to-Market Strategy, Negotiation, Stakeholder Management, Forecasting, Autonomous Systems, Isr, Mission Systems, Artificial Intelligence, Uas, Foreign Military Sales, Export Compliance
**Posted:** 2026-06-05

> Leads defence market growth, territory strategy, pipeline development, customer engagement, partnerships, and quota-carrying sales across Romania’s internal security sector and the Caucasus. Requires 6+ years in defence, aerospace, national security, or advanced technology business development and fluency in English and relevant regional languages.

## Job Description

## Responsibilities
- Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer mission requirements.
- Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities.
- Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota.
- Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory.
- Represent and differentiate Shield AI’s autonomy and aircraft portfolio by clearly articulating mission outcomes, operational advantages, and integration pathways.
- Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies that expand market access and accelerate execution.
- Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams to support successful capture and delivery.
- Maintain disciplined forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory.
- Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks.
- Support executive customer engagement after award to support customer success, follow-on growth, and long-term account expansion.
- Travel frequently throughout the territory and internationally.

## Requirements
- 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology environments.
- Experience operating across international defence, government, or regulated markets, including navigating complex stakeholder and procurement environments.
- Demonstrated success identifying, shaping, and advancing complex opportunities involving long sales cycles, senior stakeholders, and technically differentiated solutions.
- Strong executive presence and ability to build credibility with military, government, industry, and strategic partner stakeholders.
- Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies.
- Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills.
- Based within the region or willing to relocate to a strategic location within the assigned territory.
- Fluency in English and regional languages relevant to the assigned market.
- Bachelor’s degree or equivalent professional, military, or operational experience preferred.

## Nice-to-haves
- Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities.
- Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry partners within the assigned territory.
- Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement programs.
- Prior military, operational defence, government, or national security experience.

## Compensation and Benefits
- Help build a defining defence technology company.
- Work at the forefront of AI, autonomy, and next-generation defence systems.
- Operate in an entrepreneurial and mission-driven environment.
- Make a direct impact on international growth and strategic defence partnerships.
- Collaborate with teams solving complex operational challenges.

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