Senior Business Development Lead - Hivemind Ukraine

About the role

Shield AI, a venture-backed defense-tech company, is hiring a Senior Business Development Lead for its Hivemind autonomy software platform in Ukraine. The role focuses on defense and government customers and drives growth by identifying, shaping and closing complex opportunities while building lasting customer relationships.

Key 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 plan
• Identify, qualify and shape new opportunities by understanding customer missions, budgets and acquisition pathways
• Build relationships with key decision-makers, program offices and influencers across defense and government customers
• Lead proposal development with BD Operations and cross-functional teams
• Run competitive analysis and position Hivemind in complex, multi-stakeholder environments
• Partner with Product, Engineering and Solutions teams to turn customer needs into technical and operational solutions
• Manage deal progression rigorously, including qualification, deal strategy, forecasting accuracy and CRM hygiene
• Represent Shield AI at industry events, conferences and customer engagements
• Communicate with internal stakeholders and leadership on pipeline status, risks and milestones

Required profile

• 10-15+ years of experience in business development, sales or capture roles in technically complex domains such as AI/ML, autonomy, SaaS, aerospace or defence
• Proven track record of closing deals, especially in European government or defence markets
• Deep understanding of defence acquisition processes and government procurement
• Strong experience developing capture strategies for complex opportunities
• Excellent communication, negotiation and stakeholder management skills
• Self-motivated and able to work in a fast-paced environment

Preferred qualifications

• Experience selling autonomy, AI/ML or unmanned systems (UAS) solutions
• Prior military experience
• Established relationships with defense, government or aerospace customers
• Experience with Large Systems Integrators and strategic partners
• Willingness to travel for customer engagements and events
• Security clearance or eligibility
• MBA or equivalent graduate degree