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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in business development and strategic engagement within the defence sector, with a strong focus on autonomous systems, ISR, and mission systems. Proven ability to manage complex stakeholder relationships and drive sales growth in regulated markets.
Highest-signal resume keywords
Business DevelopmentStakeholder ManagementNegotiation SkillsAutonomous Systems KnowledgeInternational Defence Experience
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 StrategyAccount ManagementOpportunity TrackingProposal LeadershipMarket IntelligenceForecastingComplex Opportunity AdvancementTechnical AptitudeForeign Military Sales (FMS)UAS Experience
Soft Skills
Strong CommunicationCross-Functional CollaborationExecutive PresenceCredibility BuildingCustomer Engagement
Industry Keywords
DefenceAerospaceNational SecurityGovernment ProcurementMilitary OrganizationsStrategic PartnershipsRegulated MarketsAI-Enabled CapabilitiesMission SystemsISR
About the role
Key responsibilities & impact- Drive defence market growth, customer engagement, and business expansion across assigned markets in Poland
- Represent Shield AI’s autonomy and aircraft portfolio, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities, and Hivemind autonomy software
- Own and execute Shield AI’s go-to-market strategy across assigned markets
- Build and grow a pipeline across autonomy, aircraft, ISR, and mission-system opportunities
- Lead end-to-end deal closure, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close
- Engage with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners
- Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies
- Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams
- Maintain forecasting, pipeline management, opportunity tracking, and campaign reporting
- Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks
- Support executive customer engagement after award, customer success, follow-on growth, and long-term account expansion
- Carry a sales quota for the assigned territory
Requirements
What you’ll need- Typically 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
- 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
Benefits
Comp & perks- Comprehensive total rewards package aligned to country office location
- Compensation and benefits details available through the talent acquisition partner
- Opportunity to work at the forefront of AI, autonomy, and next-generation defence systems
- Highly entrepreneurial and mission-driven environment
- Direct impact on international growth and strategic defence partnerships
- Collaboration with exceptional teams solving complex operational challenges