Senior BD Account Executive – Autonomy Specialist

This is a fully remote position, open to applicants in Japan.

📋 Description

• Take ownership of and lead the entire sales lifecycle for Hivemind opportunities within designated accounts/territories, from pipeline generation to closure.

• Create and implement territory and capture strategies for key pursuits that align with Shield AI’s long-term strategic objectives.

• Identify, evaluate, and develop new business opportunities by thoroughly understanding customer missions, budgets, and acquisition pathways.

• Establish and nurture strong relationships with essential decision-makers, program offices, and influencers within defense and government sectors.

• Guide proposal development in collaboration with BD Operations and cross-functional teams, ensuring alignment with customer needs and value propositions.

• Perform competitive analysis to position Hivemind effectively in intricate, multi-stakeholder environments.

• Collaborate with Product, Engineering, and Solutions teams to convert customer requirements into compelling technical and operational solutions.

• Manage the progression of deals meticulously, focusing on qualification, deal strategy, forecasting accuracy, and CRM maintenance.

• Represent Shield AI at industry events, conferences, and customer engagements to enhance market presence and expand the pipeline.

• Clearly communicate pipeline status, risks, and significant milestones to internal stakeholders and leadership.

⛳️ Requirements

• 10–15+ years of experience in business development, sales, or capture roles within technically complex fields (AI/ML, autonomy, SaaS, aerospace/defense, or similar).

• Demonstrated success in owning and closing deals, specifically within U.S. government or defense markets.

• Comprehensive understanding of defense acquisition processes and the government procurement lifecycle.

• Significant experience in developing and executing capture strategies for complex opportunities.

• Technical knowledge and the ability to engage credibly with Engineering, Product, and Operational stakeholders.

• Exceptional communication, negotiation, and stakeholder management abilities.

• Self-motivated, results-driven, and capable of thriving in a fast-paced environment.

• Bachelor’s degree is required.

• Proficient in: English, Japanese.

🏝️ Benefits

• Our international teammates receive a comprehensive total rewards package tailored to your country office location. For complete details on compensation and benefits, please consult your talent acquisition partner.