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Our mission is to protect service members and civilians with intelligent systems.
The Role
Lead business development and capture for X-BAT across Europe: identify and win high-value defense opportunities, manage the regional sales pipeline, engage Ministries of Defence and primes, shape CONOPS and requirements, run demos and trials, coordinate cross-functionally, and inform product and integration strategy for Hivemind-enabled CCA solutions.
Summary Generated by Built In
Founded in 2015, Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software and V-BAT and X-BAT aircraft. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube.
At Shield AI, we’re redefining the battlespace with autonomy-enabled airpower. As part of our global expansion, we’re looking for a bold and visionary Director of Business Development to lead strategic sales, customer engagement, and capture efforts for our X-BAT initiatives across the region.
This is a high-impact role at the cutting edge of aerospace and defense innovation. You’ll be on the front lines, driving adoption and revenue for Shield AI’s X-BAT by engaging directly with top-tier defense stakeholders—military customers, industry primes, and government decision-makers. Your mission: position Shield AI as the go-to partner for next-generation air combat solutions in Europe.
You’ll bring a rare mix of defense sales expertise, technical credibility, and a deep understanding of air domain CONOPS and acquisition frameworks. From identifying new opportunities to closing complex deals and launching early-stage programs, you’ll own the entire business development lifecycle.
What you'll do:
- Drive Strategic Capture: Identify, shape, and capture high-value opportunities across European next-gen airpower programs relevant to CCAs and autonomy.
- Own Regional Sales Pipeline: Lead the full business development lifecycle for X-BAT focused efforts, from customer engagement through proposal, negotiation, and contract award.
- Engage Key Stakeholders: Build and maintain trusted relationships with Ministries of Defence, defense primes, integrators, and NATO-related bodies.
- Shape Requirements & CONOPS: Influence customer requirements and future CCA CONOPS to align with Shield AI’s product offerings.
- Support Demonstrations & Campaigns: Lead Shield AI’s positioning and participation in regional flight demos, technical trials, and program pilots.
- Coordinate Cross-Functionally: Collaborate closely with engineering, product, legal, and program teams to align technical solutions with customer needs and delivery requirements.
- Inform Product Direction: Provide field intelligence to guide feature development, integration strategy, and roadmap priorities for Hivemind-enabled CCA solutions.
Required qualifications:
- 15+ years in a relevant air force occupation, bringing significant depth of understanding of relevant CONOPs and platform applications.
- 8–10+ years of experience in defense acquisition, business development, sales, or strategy, ideally with a focus on air platforms or autonomy.
- Strong track record of capturing and closing defense programs or tech insertions with European ministries of defence or multinational frameworks.
- Understanding of next-gen air combat trends, including CCAs, MUM-T, and AI-enabled CONOPS.
- Ability to credibly represent technically complex products to both strategic and operational-level audiences.
- Familiarity with key European defense programs (e.g., FCAS/SCAF, Tempest/GCAP, Eurodrone) and regional acquisition pathways.
- Willingness to travel extensively across Europe (30%).
Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.
Skills Required
- 15+ years in a relevant air force occupation with deep CONOPS and platform understanding.
- 8-10+ years experience in defense acquisition, business development, sales, or strategy (air platforms or autonomy focus).
- Proven track record capturing and closing defense programs or tech insertions with European ministries of defence or multinational frameworks.
- Understanding of next-generation air combat trends including CCAs, MUM-T, and AI-enabled CONOPS.
- Ability to represent technically complex products credibly to strategic and operational audiences.
- Familiarity with key European defense programs (e.g., FCAS/SCAF, Tempest/GCAP, Eurodrone) and regional acquisition pathways.
- Willingness to travel extensively across Europe (approximately 30%).
What the Team is Saying
Dylan
Lead Engineer, Planning and Controls-Motion
Mo
Lead Engineer, Platform Automation
Willy
Technical Director
Michael
Engineering Manager - State Estimation
Vibhav
Senior Staff Engineer
Kirby
Mechanical Engineer
Ryan
CEO
Evan
Senior Machine Learning Engineer
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
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The Company
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.
Typical time on-site:
3 days a week
