Founded in 2015, Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software and V-BAT and X-BAT aircraft. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube.
Shield AI is seeking a high-performing Senior Business Development Lead to drive growth for Hivemind Autonomy across the Nordics, with a primary focus on defense and government customers.
Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems.
This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies.
What you'll do:
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 rigour (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/defence, or similar)
Proven track record of owning and closing deals, particularly within European government or defence markets
Deep understanding of defence 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 a plus
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
