District Manager

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

📋 Description

• Take ownership of and implement Shield AI’s go-to-market strategy for LATAM, including revenue planning, bookings targets, pipeline health, forecast accuracy, and strategic-account performance.

• Formulate country and account strategies for key markets, encompassing target customers, programs, acquisition paths, partner strategies, competitive positioning, and revenue milestones.

• Cultivate executive relationships with stakeholders in military, government, acquisition, operations, aviation, and public safety sectors.

• Oversee the entire opportunity lifecycle from account planning and customer discovery to requirements shaping, capture strategy, proposal development, negotiation, award, and expansion.

• Build a qualified pipeline and prioritize internal resources, executive engagement, travel, and partner investment towards the most valuable opportunities.

• Transform demonstrations, pilots, and evaluations into funded programs, field deployments, and subsequent business.

• Lead cross-functional teams across product management, engineering, program management, capture, contracts, finance, legal, and export compliance.

• Develop and manage strategic partnerships with channel partners, systems integrators, distributors, representatives, and industrial partners.

• Ensure CRM accuracy, forecasting, executive reporting, and adherence to procurement, export control, anti-corruption, and third-party regulations.

• Represent Shield AI at senior customer meetings, demonstrations, industry events, and government working sessions throughout the region.

⛳️ Requirements

• A bachelor’s degree is required.

• Over 12 years of experience in sales, business development, capture, or related fields within aerospace, defense, UAS, aviation, ISR, security technology, or similar mission-focused technology sectors.

• At least 5 years of experience in commercial or business-development leadership roles, including team building, developing partner networks, or establishing regional organizations.

• Proven track record of achieving revenue growth in complex government, defense, aerospace, public safety, border security, or national security markets.

• Demonstrated ability in selling complex hardware, aviation platforms, integrated systems, autonomous capabilities, UAS, ISR solutions, or similar mission systems with lengthy sales cycles and multiple stakeholders involved in the buying process.

• Capable of independently building pipelines, shaping requirements, leading capture and account strategies, negotiating complex agreements, and closing high-value public-sector deals.

• Significant experience with LATAM government, defense, security, public safety, aviation, or acquisition stakeholders, including knowledge of regional procurement processes, budget cycles, tenders, local partnership models, and long sales cycles.

• Background in collaborating with prime contractors, systems integrators, distributors, channel partners, and local industrial partners.

• Strong understanding of aviation and UAS operational concepts, platform capabilities, customer missions, and competitive dynamics, particularly related to Group 2–5 UAS, ISR, border security, maritime security, and expeditionary applications.

• Excellent executive communication, negotiation, forecasting, cross-functional leadership, and strategic account-planning capabilities.

• Professional proficiency in both Spanish and English.

• Ability to comply with applicable export control, travel, background screening, customer access, anti-corruption, and third-party compliance requirements.

• Fluency in Portuguese is preferred.

• Preferred experience includes selling advanced defense and security technologies in Latin America, translating technical specifications into mission value, advancing opportunities through procurement and deployment, and scaling regional organizations.

🏝️ Benefits

• A comprehensive total rewards package tailored to the country office location.

• Details about compensation and benefits are available through the talent acquisition partner.