# Senior Staff BD Account Executive, Hivemind - Army (R4794)
**Company:** [Shield AI](https://hotfix.jobs/companies/shield-ai)
**Location:** Washington, DC
**Salary:** $140K-$210K
**Experience:** 10+ years
**Skills:** AI/ML, Autonomy, SaaS, Defense Acquisition, Capture Strategies, CRM, Proposal Development, Competitive Analysis, Uas, Government Procurement
**Posted:** 2026-04-09
> Drives full sales lifecycle for Hivemind autonomy software targeting U.S. defense and government customers, including opportunity shaping, capture strategy execution, and deal closure. Requires 10-15+ years BD/sales experience in defense/AI, technical credibility, and bachelor's degree.
## Job Description
## Responsibilities

- Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
- Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
- Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
- Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
- Lead proposal development in partnership 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 compelling technical and operational solutions
- Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene)
- Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
- Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

## Required Qualifications

- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
- Proven track record of owning and closing deals, particularly within U.S. government or defense markets
- Deep understanding of defense acquisition processes and government procurement lifecycle
- Strong experience developing and executing capture strategies for complex opportunities
- Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
- Excellent communication, negotiation, and stakeholder management skills
- Self-motivated, results-oriented, and capable of operating in a fast-paced environment
- Bachelor’s degree required

## 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 eligibility for security clearance
- MBA or equivalent graduate degree
**Apply:** https://hotfix.jobs/jobs/senior-staff-bd-account-executive-hivemind-army-r4794-at-shield-ai-63cd9933-9983-4324-8e3f-ea8a79f473ed
**Canonical:** https://hotfix.jobs/jobs/senior-staff-bd-account-executive-hivemind-army-r4794-at-shield-ai-63cd9933-9983-4324-8e3f-ea8a79f473ed