# Staff BD Account Executive, Autonomy Specialist

**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Canberra, Australia, Melbourne, Australia
**Role:** Account Executive
**Experience:** 10+ years
**Skills:** Business Development, Sales, Capture Strategy, AI/ML, Autonomy, SaaS, Aerospace Defense, Government Procurement, Defense Acquisition, Proposal Development, Competitive Analysis, CRM, Forecasting, Unmanned Systems, Security Clearance
**Posted:** 2026-06-04

> Owns the full sales lifecycle for Hivemind autonomy opportunities across Australian government and defense accounts, developing capture strategies, shaping pursuits, and closing complex deals. Requires 10–15+ years in technical business development or sales, defense procurement expertise, and strong stakeholder management.

## 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 proposals 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 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 accurate forecasting and high-quality CRM and pipeline hygiene.
- Contribute meaningfully to revenue growth across the APJ 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, or defense.
- Proven record of owning and closing deals, particularly within Australian 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.
- Bachelor’s degree required.
- Fluency in English required.

## 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.
- Willingness to travel for customer engagements and industry events.
- Active security clearance or eligibility to obtain one.
- MBA or equivalent graduate degree.

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