The Senior Analyst, U.S. Market Intelligence & Price-to-Win develops and sustains Shield AI's integrated understanding of U.S. defense funding, competition, and pricing for the X-BAT Family of Systems. The role turns primary-source budget data, competitor intelligence, program history, and market evidence into decision-ready inputs for strategy, capture, pricing, and go-to-market leaders.
This is a cumulative knowledge role, not a series of one-off studies. The analyst maintains an authoritative U.S. budget, competitive, and PTW knowledge base and keeps it current across the full budget and acquisition cycle, from President's Budget release through congressional marks, enactment, execution, competitions, and awards.
U.S. X-BAT FoS GTM leads own their customers, captures, and final pricing posture. This role owns the analytic layer beneath those decisions: the integrated view of available funding, competitors, likely bid strategies, and defensible Price-to-Win positions. It is a pre-award enablement role and is not the primary customer or congressional interface.
What you'll do:
- Own the integrated U.S. market picture. Maintain one product-line-aligned view of DoW funding, competitors, programs, acquisitions, awards, and pricing signals relevant to the X-BAT Family of Systems.
- Lead U.S. budget intelligence. Track requested, marked, appropriated, and executed resources across the PPBE and congressional cycle, including budget releases, marks, enactment, execution, reprogrammings, and budget line item adjustments.
- Work from primary budget sources. Extract and interpret data from J-books, P-1/R-1/O-1 exhibits, committee reports and marks, appropriations acts, reprogramming actions, and OMB and Treasury reporting.
- Lead competitive intelligence. Develop and maintain competitor profiles, product-line baselines, differentiation analyses, competitor courses of action, teaming maps, and market assessments for the U.S. defense market.
- Lead Price-to-Win analysis. Build and defend PTW positions for priority pursuits, including competitor cost structures, likely bid strategies, most-probable price ranges, and pricing sensitivities, and translate them into recommendations on scope, teaming, and pricing posture.
- Deliver integrated assessments. Combine budget, competitive, program, and company financial data into coherent judgments for pursuit shaping, capture reviews, proposal color teams, gate reviews, and executive decisions.
- Curate the knowledge base. Design and maintain a cumulative, structured, queryable repository of U.S. budget, competitive, market, and PTW content using AI-enabled tools for ingestion, organization, and upkeep.
- Publish on cadence and on demand. Deliver recurring cycle-event and market updates, while responding to fast-turn requests for funding, competitive, and PTW analysis.
- Support a culture of accountability, urgency, collaboration, and continuous improvement.
Decision rights and interfaces:
This role is accountable for the integrated U.S. budget and competitive picture for the X-BAT Family of Systems; PTW positions and pricing recommendations on assigned U.S. pursuits; recurring intelligence products; the curated knowledge base; and rapid-turn analysis supporting pursuit and executive decisions.
U.S. GTM leads are accountable for customer relationships and engagement strategy, win strategy, proposal content, the bid/no-bid recommendation, and final pricing posture for their pursuits.
Government Relations is accountable for the comprehensive DoW budget picture and engagement with congressional staff, OSD, and the Services; this role provides product-line analysis and does not lead those engagements.
Finance and Contracts are accountable for internal pricing policy, cost buildup, financial planning, and contracting terms; this role provides the external funding, competitive, and pricing baseline that informs those decisions.
The International Market Intelligence Analyst is accountable for maintaining allied and partner-nation budget and competitive data; this role coordinates methods and integrates relevant context when required.
Engineering and Product are accountable for technical solution definition and performance commitments that shape the competitive comparison.
External customer and congressional engagement by this role is in support of, and at the invitation of, the responsible GTM lead or Government Relations owner.
Required qualifications:
- 6–10 years of experience spanning competitive intelligence, defense budget analysis, capture strategy, market assessment, Price-to-Win, or closely related work in defense or aerospace.
- Demonstrated prior experience conducting Price-to-Win analysis on active captures, including competitor cost modeling, bid strategy analysis, and most-probable-price recommendations used by capture and pricing leadership.
- Deep working familiarity with the U.S. defense budget process, including PPBE and the congressional authorization and appropriations cycle, and experience analyzing primary budget documents.
- Demonstrated experience in competitive intelligence, market assessment, and product differentiation analysis in aerospace, unmanned, or autonomous systems.
- Familiarity with parametric cost estimating, should-cost analysis, or related cost-analytic methods.
- Strong data-handling, analytic writing, and briefing skills, with the ability to turn incomplete evidence into defensible recommendations for senior audiences.
- Demonstrated experience using AI tools to build and sustain structured, reusable knowledge resources.
- Bachelor's degree in economics, finance, public policy, political science, business, engineering, security studies, or a related field.
- Demonstrated alignment with Shield AI core values: Do What Honor Dictates, Live as a Servant Leader, Pursue Excellence.
- Ability to travel domestically as required and to obtain and maintain a U.S. security clearance.
Preferred qualifications:
- Prior PTW experience across multiple pursuit types, including production, sustainment, and services, in the U.S. Government context.
- Experience in congressional appropriations, DoW/OSD resource management, service headquarters programming, or defense-industry budget analysis.
- Familiarity with Home | SAM.gov , USAspending, FPDS, and other programmatic data sources that complement budget and competitive analysis.
- Experience supporting business development, capture, strategy, or executive decision-making in the defense industry.
- Advanced degree in a relevant field; PMP or comparable certification.
Success in this role:
- U.S. GTM, capture, and pricing leaders work from one current, defensible picture of funding, competition, and likely pricing for the X-BAT Family of Systems.
- Budget-cycle events and competitive developments are anticipated and covered on cadence, with implications delivered early enough to shape pursuit, solution, teaming, and pricing decisions.
- Capture and pricing leadership use the role's PTW positions as a reference point and can trace recommendations to defensible evidence.
- The integrated knowledge base grows in coverage and quality quarter over quarter, and rapid-turn questions take less time to answer.
- Budget, competitive, and PTW judgments are consistent across U.S. pursuits, and discrepancies are visible and reconciled.
Skills Required
- 6-10 years of experience in competitive intelligence, defense budget analysis, capture strategy, market assessment, Price-to-Win, or related defense or aerospace work.
- Prior Price-to-Win experience on active captures, including competitor cost modeling, bid strategy analysis, and most-probable-price recommendations.
- Deep familiarity with the U.S. defense budget process, PPBE, congressional authorization and appropriations, and primary budget documents.
- Experience in competitive intelligence, market assessment, and product differentiation analysis involving aerospace, unmanned, or autonomous systems.
- Familiarity with parametric cost estimating, should-cost analysis, or related cost-analytic methods.
- Strong data-handling, analytic writing, and briefing skills for developing defensible recommendations from incomplete evidence.
- Experience using AI tools to build and maintain structured, reusable knowledge resources.
- Bachelor’s degree in economics, finance, public policy, political science, business, engineering, security studies, or a related field.
- Alignment with Shield AI core values: Do What Honor Dictates, Live as a Servant Leader, and Pursue Excellence.
- Ability to travel domestically as required and obtain and maintain a U.S. security clearance.
- Price-to-Win experience across production, sustainment, and services pursuits in the U.S. Government context.
- Experience in congressional appropriations, DoW/OSD resource management, service headquarters programming, or defense-industry budget analysis.
- Familiarity with SAM.gov, USAspending, FPDS, and other programmatic data sources.
- Experience supporting business development, capture, strategy, or executive decision-making in the defense industry.
- Advanced degree in a relevant field; PMP or comparable certification.
What the Team is Saying
Shield AI Compensation & Benefits Highlights
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Healthcare Strength — Company materials highlight comprehensive medical, dental, and vision coverage with mental-health support and an EAP. Third-party benefits summaries also portray health coverage as a strong component of the package.
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Retirement Support — Offerings include a 401(k) with employer matching, cited on the careers page and independent benefits directories. Multiple sources indicate a match exists, though exact formulas have varied over time and warrant confirmation.
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Equity Value & Accessibility — Company communications describe equity for all full-time hires and stock benefits as part of total rewards. Independent listings also note company equity/RSUs as a standard element.
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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Employees engage in a combination of remote and on-site work.
