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.
The Head of Business Development , Eastern Europe serves as Shield AI’s senior District leader, responsible for driving integrated District strategy, sales growth, and program sales execution across multiple priority markets. This role ensures successful and compliant execution of active deal programs, aligns cross-functional teams across countries, and serves as the primary interface with senior government, military, and industry stakeholders at both national and District levels.
This position holds accountability for District pipeline growth and development, order intake, and long-term market expansion while driving alignment and execution across Country Business Development Leads throughout the District. As such, this person will retain a sales quota for their district comprised of territory manager quotas within that district as well as their own individual quota. Through strategic oversight and coordinated execution across markets, the Head of Business Development strengthens customer trust, scales operational impact, and accelerates the sustained growth of Shield AI’s District presence. Additionally, this person will carry a sales quota for their assigned district.
What you'll do:
- Serve as Shield AI’s senior District representative across Eastern Europe, engaging senior military, government, and industry stakeholders while ensuring operational and regulatory compliance across activities in the district.
- Develop and execute a unified District strategy aligned with priorities in Europe & Africa, integrating country-level efforts into coordinated campaigns across NATO, EU, and bilateral frameworks.
- Own district quota and sales performance, including pipeline development, forecast accuracy, order intake, and opportunity execution from shaping through close.
- Provide strategic direction and coordination for Country Business Development Leads across the District, setting priorities, driving execution discipline, and aligning stakeholder engagement and market strategy.
- District business growth across Shield AI’s product portfolio, including V-BAT, X-BAT, ViDAR and Hivemind, ensuring alignment with product and regional leadership priorities.
- Oversee cross-functional coordination across Business Development, Government Relations, Program Management, Legal, Contracts, PX, Marketing and Customer Operations to support successful capture, execution, and customer outcomes.
- Ensure successful execution ofactive district opportunities, maintaining accountability for performance, timelines, customer satisfaction, and long-term strategic growth.
- Build and maintain a disciplined, data-driven district pipeline and stakeholder engagement strategy to support sustained growth and follow-on business opportunities.
- Develop and manage district partnerships, resellers, and strategic industry relationships to expand market access and accelerate operational execution.
- Identify and mitigate political, procurement, operational, and strategic risks across the district while providing executive visibility into performance, risks, and growth outlook.
Required qualifications:
- Typically requires 10+ years of experience in defence, military operations, business development, capture management, or international government relations.
- Deep technical and operational understanding of Shield AI systems and technologies, including V-BAT, Hivemind, and X-BAT, with knowledge of operational employment concepts, payload integration, training, sustainment, and deployed operations.
- Proven experience operating across multiple international markets within defence, aerospace, or national security environments, including navigating complex government procurement and stakeholder ecosystems.
- Demonstrated ability to lead distributed, cross-functional teams and align senior stakeholders across multiple countries, cultures, and operational environments.
- Strong executive presence with experience engaging senior military leadership, Ministries of Defence, U.S. Embassies/ODCs, NATO stakeholders, and strategic industry partners in high-visibility environments.
- Proven track record of driving pipeline development, capture strategy, and successful closure of complex, high-value defence opportunities.
- Language proficiency relevant to the assigned district.
- Bachelor's degree or relevant military education preferred.
Preferred qualifications:
- Prior district leadership experience across allied defence markets, including Europe, NATO member states, or other international government environments.
- Existing relationships with NATO, Ministries of Defence, senior military leadership, defence procurement organizations, and strategic industry stakeholders.
- Experience leading international defence captures, Foreign Military Sales (FMS), or multinational procurement programs.
- Operational understanding of ISR, autonomy, unmanned systems, AI-enabled capabilities, and modern defence technology employment concepts.
- Experience managing district consultants, resellers, strategic partnerships, or industrial participation/offset initiatives.
- Familiarity with NATO operational frameworks, allied capability development, and district defence modernization priorities.
- Demonstrated success operating in high-growth, fast-paced, and internationally distributed environments.
- Ability to attain or existing relevant national security clearance.
- Master’s degree in a relevant field.
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
- 10+ years experience in defence, military operations, business development, capture management, or international government relations.
- Deep technical and operational understanding of Shield AI systems (V-BAT, Hivemind, X-BAT), including payload integration, sustainment, training, and deployed operations.
- Proven experience operating across multiple international defence, aerospace, or national security markets and navigating complex government procurement.
- Demonstrated ability to lead distributed, cross-functional teams and align senior stakeholders across countries and cultures.
- Strong executive presence with experience engaging senior military leadership, Ministries of Defence, U.S. Embassies/ODCs, NATO stakeholders, and strategic industry partners.
- Proven track record driving pipeline development, capture strategy, and closing complex, high-value defence opportunities.
- Language proficiency relevant to the assigned district.
- Bachelor's degree or relevant military education.
- Prior district leadership experience across allied defence markets, including Europe or NATO member states.
- Existing relationships with NATO, Ministries of Defence, senior military leadership, defence procurement organizations, and strategic industry stakeholders.
- Experience leading international defence captures, Foreign Military Sales (FMS), or multinational procurement programs.
- Operational understanding of ISR, autonomy, unmanned systems, and AI-enabled capabilities.
- Experience managing district consultants, resellers, strategic partnerships, or industrial participation/offset initiatives.
- Familiarity with NATO operational frameworks and allied capability development.
- Demonstrated success operating in high-growth, fast-paced, internationally distributed environments.
- Ability to attain or existing relevant national security clearance.
- Master's degree in a relevant field.
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
Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide.
Why Work With Us
What makes Shield AI special is our people. We unlock the power of autonomy, and in the face of overwhelming odds and challenges, we find ways to win and make a difference for our customers. We bring together software, AI, and aerospace engineering disciplines to deploy the most intelligent aviation capabilities in the world.
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Shield AI Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
