Business Development Lead - Ukraine

About the role

Shield AI, a venture-backed defense-tech company, is looking for a Business Development Lead (Capture Manager) in Ukraine to drive strategic defence market expansion. The role leads customer engagement, shapes and captures new business opportunities and strengthens Shield AI's position with government, military and industrial stakeholders. It sits within the international growth team and represents the autonomy and aircraft portfolio, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities and Hivemind autonomy software.

Key responsibilities

• Lead district capture and business development activities across assigned defence and government markets.
• Develop and execute capture strategies to secure competitive advantage and contract awards.
• Build trusted relationships with military, government, industry and strategic partner stakeholders.
• Represent Shield AI at trade shows, defence exhibitions, operational demonstrations and industry events.
• Present the product portfolio and operational capabilities to customers and partners.
• Coordinate customer demonstrations, evaluations and operational engagements.
• Identify and grow new business opportunities aligned with regional growth objectives.
• Share market intelligence, customer feedback and competitive insights internally, and support strategic planning and opportunity tracking, forecasting and CRM reporting.

Required profile

• Typically 8+ years of experience in defence, military operations, business development, capture management or international government relations.
• Strong understanding of defence acquisition processes, military procurement and operational customer environments.
• Ability to work independently, manage multiple priorities and deadlines, and travel internationally frequently.
• Fluent in the regional languages of the assigned market; based in the region or willing to relocate.
• Bachelor's degree or relevant military education preferred; Master's degree preferred.

Required skills

• Exceptional written, verbal and presentation skills.
• Technical aptitude for UAV, autonomy, AI, ISR and defence technology concepts.
• Preferred: experience with defence captures, FMS, industrial participation or offset initiatives, and existing defence ministry or procurement stakeholder relationships.