Shield AI is a venture-backed defence technology company building the world’s best AI pilot and next-generation autonomous aircraft. Founded in 2015, Shield AI’s mission is to protect service members and civilians with intelligent systems. With a recent valuation of approximately $12.7B, Shield AI develops autonomy software, unmanned aircraft systems, and AI-enabled ISR capabilities that actively support defence and security operations worldwide.
Shield AI works side-by-side with military and government customers to solve complex operational challenges in some of the world’s most demanding environments. The company’s products – including V-BAT, X-BAT, Hivemind autonomy software, and advanced mission systems – are designed to deliver operational advantage while reducing risk to human operators.
Shield AI believes the greatest victory requires no war.
Job Description:Shield AI is seeking a high-performing Business Development Lead, to drive defence market growth, customer engagement, and business expansion across assigned markets in the Netherlands. As Shield AI’s territory leader, this individual will represent Shield AI’s autonomy and aircraft portfolio, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities, and Hivemind autonomy software across customer engagements, operational demonstrations, strategic partnerships, opportunity development and business growth initiatives.
The Business Development Lead owns territory strategy, pipeline development, account growth, and opportunity execution across the region, driving opportunities from early shaping through award and expansion. This role combines strategic business development, account leadership, and revenue generation in a fast-paced international defence environment. Additionally, this person will carry a sales quota for their assigned territory.
The ideal candidate is a customer-focused and technically credible leader with strong commercial instincts, experience navigating defence acquisition environments, and a proven track record of growing strategic accounts and delivering mission-critical outcomes.
What you'll do:
- Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer mission requirements.
- Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities.
- Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota.
- Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory.
- Represent and differentiate Shield AI’s autonomy and aircraft portfolio by clearly articulating mission outcomes, operational advantages, and integration pathways.
- Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies that expand market access and accelerate execution.
- Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams to support successful capture and delivery.
- Maintain disciplined forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory.
- Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks.
- Support executive customer engagement after award to support customer success, follow-on growth, and long-term account expansion.
Required qualifications:
- Typically requires 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology environments.
- Experience operating across international defence, government, or regulated markets, including navigating complex stakeholder and procurement environments.
- Demonstrated success identifying, shaping, and advancing complex opportunities involving long sales cycles, senior stakeholders, and technically differentiated solutions.
- Strong executive presence and ability to build credibility with military, government, industry, and strategic partner stakeholders.
- Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies.
- Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills.
- Willingness and ability to travel frequently throughout the territory and internationally.
- Based within the region, or willing to relocate to a strategic location within the assigned territory.
- Fluency in English and regional languages relevant to the assigned market.
- Bachelor’s degree or equivalent professional, military, or operational experience preferred.
Preferred qualifications:
- Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities.
- Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry partners within the assigned territory.
- Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement programs.
- Prior military, operational defence, government, or national security experience.
- Why Join Shield AI
- · Help build the defining defence technology company of this century.
- · Work at the forefront of AI, autonomy, and next-generation defence systems.
- · Operate in a highly entrepreneurial and mission-driven environment.
- · Make a direct impact on international growth and strategic defence partnerships.
- · Collaborate with exceptional teams solving some of the world’s most complex operational challenges.
Why join Shield AI?
- Help build the defining defence technology company of this century.
- Work at the forefront of AI, autonomy, and next-generation defence systems.
- Operate in a highly entrepreneurial and mission-driven environment.
- Make a direct impact on international growth and strategic defence partnerships.
- Collaborate with exceptional teams solving some of the world’s most complex operational challenges.
Skills Required
- 6+ years in business development, capture, sales, or account management within defence, aerospace, national security, or advanced technology
- Experience operating across international defence, government, or regulated markets and navigating complex procurement environments
- Proven track record identifying, shaping, and advancing complex long-cycle opportunities with senior stakeholders
- Strong executive presence and credibility with military, government, industry, and strategic partners
- Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, or AI-enabled capabilities
- Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills
- Willingness and ability to travel frequently throughout the territory and internationally
- Based within the region or willing to relocate to a strategic location in the assigned territory
- Fluency in English and regional languages relevant to the assigned market
- Bachelor's degree or equivalent professional, military, or operational experience
- Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities
- Existing relationships across defence ministries, militaries, procurement authorities, or industry partners in the territory
- Experience supporting commercial sales, Foreign Military Sales (FMS), or international government procurement
- Prior military, operational defence, government, or national security experience
What the Team is Saying
Shield AI Compensation & Benefits Highlights
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Healthcare Strength — Company materials describe excellent medical, dental, and vision coverage alongside a mental‑health EAP. Site perks such as an onsite gym in DC and a gym discount in San Diego support a health‑focused offering.
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Retirement Support — Careers materials highlight a 401(k) with company match as part of the standard package. A Total Rewards overview emphasizes retirement features within a broader, transparent compensation view.
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Career-Linked Recognition & Rewards — Compensation for in‑demand technical and senior go‑to‑market roles is described as competitive, with visible engineering ranges and top‑end packages. This points to meaningful upside tied to role, level, and scarce skills.
Shield AI Insights
What We Do
At Shield AI, you won't wait years to see your work reach the field. You'll build hardware and software that operates in the real world right now, in the hands of the people who depend on it. Hivemind, our AI pilot, has been flying since 2018. It has flown more than 30 platforms, including an F-16, and it now sits under a U.S. Air Force production contract for Collaborative Combat Aircraft. When you write code or shape a system here, you contribute to technology with a proven flight record and a clear production future. V-BAT flies intelligence, surveillance, and reconnaissance missions with an operational record that stretches from Ukraine to the Indo-Pacific. It delivers eyes where they matter most, in the most demanding conditions on earth. The teams behind it watch their work get tested where the stakes are real. X-BAT takes its first flight this year. It's an AI-piloted fighter that needs no runway, built to operate where traditional aircraft can't. Join now and you help shape a program at its earliest, most formative stage. That's the kind of ground-floor work that defines a career. Do the most impactful work of your life, on problems that matter. Autonomy at this level asks a lot of you. You'll take on problems in perception, planning, and control that few teams anywhere are equipped to solve. You'll work across disciplines, from aerospace and robotics to machine learning and systems engineering, alongside people who hold themselves to an exacting standard and expect the same from you. Our mission is clear: protect service members and civilians with intelligent systems. That purpose runs through every decision, every design review, and every deployment. It's why the work here carries a weight you can feel. Ready to join our mission? Explore our open roles and find where you fit.
Why Work With Us
Founded in 2015 by a former Navy SEAL, Shield AI builds AI pilots and uncrewed aircraft. Veterans aren't an afterthought here, they're at every level. It's why the work carries weight: AI pilots and uncrewed aircraft flying real missions, from Ukraine to the Indo-Pacific, protecting service members and civilians.
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Shield AI Teams
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Shield AI Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
