Staff BD Account Executive, Autonomy Specialist - Australia (r5135)
Lead end-to-end sales and capture efforts to close strategic autonomy opportunities in the APJ region
About The Role
Business Development / Account Executive
Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the APJ with a primary focus on Australia based defense and government customers.
This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind's autonomy capabilities and deliver mission-critical outcomes.
The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense acquisition processes, and a proven track record of winning and expanding strategic accounts.
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 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
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 APJ 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/defense, or similar)
* Proven track record of owning and closing deals, particularly within UAE 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
* Must be fluent in English
Preferred qualifications:
* Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus
* 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
Full-time regular employee offer package:
Pay within range listed + Bonus + Benefits + Equity
Temporary employee offer package:
Pay within range listed above + temporary benefits package (applicable after 60 days of employment)
Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check. Military fellows and part-time employees are not eligible for benefits. Please speak to your talent acquisition representative for more information.
Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.
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