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Senior Business Development Lead, Germany - Hivemind

Shield AI·📍 Munich, Germany

Employment

Full-Time

Work mode

Remote

Experience

10–15 years

Salary

Not disclosed

Salary not disclosed

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Role overview

Job description

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, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. 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. 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
    • Measures of Success (First 6–12 Months)
  • Strong pipeline generation and progression within assigned accounts and territories
  • Successful execution of capture strategies resulting in qualified opportunities and wins
  • Improved deal velocity and win rates through disciplined qualification and positioning
  • Establishment of trusted relationships with key customer stakeholders and partners
  • Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
  • Meaningful contribution to revenue growth across the Americas Hivemind business
    • 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
    • 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
    • Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.

    About this listing

    • Source: Shield AI's official careers site (via Lever) · last confirmed on the source 31 Oct 2026
    • Posted 21 Oct 2026

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    What they are looking for

    Skills & requirements

    ai →procurement →CRM →

    Qualification

    10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar)

    Department · Growth Division

    Hiring company

    Shield AI

    Technology

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