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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in driving the full sales lifecycle, developing capture strategies, and managing complex business opportunities within defense and government sectors. Proven ability to build relationships with key stakeholders and translate customer needs into actionable solutions.
Highest-signal resume keywords
Business DevelopmentCapture Strategy DevelopmentDefense Acquisition ProcessesStakeholder ManagementTechnical Aptitude
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Lifecycle ManagementDeal ClosingCompetitive AnalysisPipeline GenerationForecasting AccuracyCRM ManagementProposal DevelopmentNegotiation SkillsRevenue Growth StrategiesExperience Selling AI/ML Solutions
Soft Skills
Excellent CommunicationSelf-MotivatedResults-OrientedRelationship BuildingNegotiation Skills
Certifications & Qualifications
Active Security ClearanceMBA or Equivalent Graduate Degree
Industry Keywords
DefenseGovernment ProcurementAerospaceLarge Systems IntegratorsUnmanned SystemsAutonomyAI/MLComplex OpportunitiesCustomer EngagementsFast-Paced Environment
About the role
Key responsibilities & impact- Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts and territories, from pipeline generation through close
- Develop and execute territory and capture strategies for priority pursuits
- Identify, qualify, and shape new business opportunities based on customer missions, budgets, and acquisition pathways
- Build and maintain relationships with defense and government customer decision-makers, program offices, and influencers
- Lead proposal development with BD Operations and cross-functional teams
- Conduct competitive analysis and position Hivemind in complex, multi-stakeholder environments
- Partner with Product, Engineering, and Solutions teams to translate customer needs into technical and operational solutions
- Manage deal progression, qualification, deal strategy, forecasting accuracy, CRM hygiene, and pipeline quality
- Represent Shield AI at industry events, conferences, and customer engagements
- Communicate pipeline status, risks, and milestones to internal stakeholders and leadership
- Generate and progress pipeline within assigned accounts and territories
- Execute capture strategies resulting in qualified opportunities and wins
- Improve deal velocity and win rates through disciplined qualification and positioning
- Establish trusted relationships with customer stakeholders and partners
- Contribute to revenue growth across the Americas Hivemind business
Requirements
What you’ll need- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar)
- Proven track record of owning and closing deals, particularly within European government or defence markets
- Deep understanding of defence acquisition processes and government procurement lifecycle
- Strong experience developing and executing capture strategies for complex opportunities
- Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
- Excellent communication, negotiation, and stakeholder management skills
- Self-motivated, results-oriented, and capable of operating in a fast-paced environment
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions
- Prior military experience a plus
- Established relationships within defense, government, or aerospace customer sets
- Experience working with Large Systems Integrators (LSIs) and strategic partners
- Ability to travel as needed for customer engagements and industry events
- Active or eligibility for security clearance
- MBA or equivalent graduate degree
Benefits
Comp & perks- Comprehensive total rewards package aligned to your country office location
- Compensation and benefits details available through the talent acquisition partner