Business Development Lead, Central Europe – DACH, Czech Republic, Slovakia

This is a fully remote position, open to applicants in Germany, +1 more country.

📋 Description

• Take ownership and implement Shield AI’s go-to-market strategy within designated markets, ensuring alignment between territory activities and strategic growth goals as well as customer mission needs.

• Develop and expand a structured pipeline encompassing autonomy, aircraft, ISR, and mission-system opportunities that correspond with regional defense priorities.

• Oversee the complete deal closure process, which includes account planning, customer engagement, competitive positioning, proposal management, negotiation, and contract finalization to achieve or surpass set sales quotas.

• Engage directly with high-ranking military officials, Ministries of Defence, procurement agencies, sovereign stakeholders, and key industry partners throughout the territory.

• Represent and distinguish Shield AI’s autonomy and aircraft offerings by clearly conveying mission outcomes, operational benefits, and integration pathways.

• Create and manage regional partnerships, consultants, industrial participation frameworks, and strategies aligned with offset requirements.

• Coordinate efforts among cross-functional teams in Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams.

• Maintain accurate forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory.

• Provide insights into regional market intelligence including competitor dynamics, customer demand, and potential political or operational risks.

• Assist in executive customer engagement post-award, ensuring customer success, follow-on growth, and long-term account development.

⛳️ Requirements

• Generally requires a minimum of 6 years of experience in business development, capture, sales, strategic engagement, account management, or other customer-facing roles within defense, aerospace, national security, or advanced technology sectors.

• Experience functioning within international defense, government, or regulated markets, with the ability to navigate complex stakeholder and procurement landscapes.

• Proven track record of identifying, shaping, and advancing intricate opportunities that involve lengthy sales cycles, senior stakeholders, and technologically advanced solutions.

• Strong executive presence and the capability to establish credibility with military, government, industry, and strategic partner stakeholders.

• Technical understanding and operational knowledge of autonomous systems, ISR, mission systems, AI-enabled capabilities, or similar defense technologies.

• Excellent communication, negotiation, stakeholder management, and cross-functional collaboration abilities.

• Willingness and capacity to travel frequently within the territory and internationally.

• Residing in the region or willing to relocate to a key location within the assigned territory.

• Proficient in English and relevant regional languages pertaining to the assigned market.

• Bachelor’s degree or equivalent professional, military, or operational experience is preferred.

• Familiarity with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities.

• Established relationships within defense ministries, military organizations, procurement authorities, or strategic industry partners in the assigned territory.

• Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement initiatives.

• Previous military, operational defense, government, or national security experience is an advantage.

🏝️ Benefits

• Comprehensive total rewards package tailored to your country office location.

• Opportunity to work at the cutting edge of AI, autonomy, and next-generation defense systems.

• Highly entrepreneurial and mission-focused work environment.

• Direct influence on international growth and strategic defense collaborations.

• Collaboration with outstanding teams addressing complex operational challenges.