Senior Business Development Lead

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

📋 Description

• Take ownership of the entire sales lifecycle for Hivemind opportunities within designated accounts and territories, from generating pipeline to closing deals.

• Create and implement territory and capture strategies for key pursuits.

• Identify, qualify, and shape new business opportunities based on customer missions, budgets, and acquisition pathways.

• Develop and sustain relationships with decision-makers, program offices, and influencers within the defense and government sectors.

• Lead the development of proposals in collaboration with BD Operations and cross-functional teams.

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

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

• Oversee deal progression, qualification, strategy, forecasting accuracy, CRM maintenance, and pipeline quality.

• Represent Shield AI at industry events, conferences, and customer interactions.

• Communicate pipeline status, risks, and milestones to internal stakeholders and leadership.

• Generate and advance pipeline within assigned accounts and territories.

• Implement capture strategies that lead to qualified opportunities and successful outcomes.

• Enhance deal velocity and win rates through disciplined qualification and positioning.

• Build trusted relationships with customer stakeholders and partners.

• Contribute to revenue growth across the Americas Hivemind business.

⛳️ 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, particularly in the European government or defense markets.

• In-depth knowledge of defense acquisition processes and the government procurement lifecycle.

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

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

• Outstanding communication, negotiation, and stakeholder management skills.

• Self-motivated, results-driven, and able to thrive in a fast-paced environment.

• Experience in selling autonomy, AI/ML, or unmanned systems (UAS) solutions.

• Previous military experience is a plus.

• Established relationships within defense, government, or aerospace customer sectors.

• Experience collaborating with Large Systems Integrators (LSIs) and strategic partners.

• Willingness to travel as necessary for customer engagements and industry events.

• Active security clearance or eligibility for it.

• MBA or an equivalent advanced degree.

🏝️ Benefits

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

• Details on compensation and benefits can be obtained through the talent acquisition partner.