Sr. Staff BD Account Executive - Autonomy Specialist

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 through understanding of customer missions, budgets, and acquisition pathways.
• Build and maintain relationships with key decision-makers, program offices, and influencers across defense and government customers.
• Lead proposal development with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions.
• Conduct competitive analysis and position Hivemind effectively 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.

Measures of Success

• Generate and progress a strong pipeline within assigned accounts and territories.
• Execute capture strategies that result in qualified opportunities and wins.
• Improve deal velocity and win rates through disciplined qualification and positioning.
• Establish trusted relationships with key customer stakeholders and partners.
• Maintain consistent, accurate forecasting and high-quality CRM and pipeline hygiene.
• Contribute meaningfully to revenue growth across the APAC Hivemind business.

Required Qualifications

• 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 Japanese government or defense markets.
• Deep understanding of defense acquisition processes and government procurement lifecycles.
• 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.
• Bachelor’s degree required.
• Fluency in English and Japanese.

Preferred Qualifications

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