Territory Business Development Manager – Navy

Shield AI

. Own and execute the Navy go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.

Posted 10/14/2026full-timeUnited StatesMid-LevelSenior💰 $175,000 - $260,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in driving Navy go-to-market strategies, managing complex sales cycles, and building relationships with Navy stakeholders to translate operational needs into procurement opportunities. Proven ability to achieve bookings targets and maintain pipeline health in defense sales environments.

Highest-signal resume keywords

Navy Go-To-Market StrategyBusiness DevelopmentComplex Government SalesRelationship BuildingTS/SCI Clearance

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Pipeline ManagementSales Cycle ManagementOpportunity AdvancementForecast AccuracyDeal ClosingCapture PlanningProposal DevelopmentOperational DeploymentAutonomy SoftwareUnmanned Systems

Soft Skills

Strong CommunicationRelationship-BuildingUrgencyProblem-SolvingCollaboration

Certifications & Qualifications

Bachelor's DegreeActive Secret ClearanceTop Secret Clearance

Industry Keywords

Defense SalesMilitary OperationsNavy Program OfficesDepartment of Defense ProcurementFleet OrganizationsOperational UnitsModernization Initiatives

Tech Stack

Tools & technologies

TypeScript

About the role

Key responsibilities & impact

Own and execute the Navy go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
Carry full accountability for the Navy bookings target, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
Identify, shape, and pursue new opportunities across Navy program offices, systems commands, fleet organizations, operational units, and modernization initiatives.
Build and maintain a qualified pipeline of Navy opportunities from early engagement through contract award.
Own the full sales cycle, with accountability for closing deals and achieving Navy quota targets.
Work directly with Navy stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities to the fleet.
Operate with urgency to advance opportunities and move Shield AI capabilities from evaluation into funded acquisition and operational deployment.
Develop trusted relationships with Navy program managers, operational leaders, requirements sponsors, and acquisition stakeholders.
Partner with Shield AI growth advisors who provide Navy domain expertise, acquisition insight, and senior-level access.
Coordinate internal teams, including engineering, product, program management, and capture resources, to support opportunity execution.
Lead opportunity strategy and deal progression, including shaping customer requirements, developing capture plans, and supporting proposal efforts.
Maintain accurate pipeline forecasts, bookings projections, and opportunity records.
Drive adoption and expansion of fielded capabilities that deliver immediate operational value to Navy customers.
Drive growth across the United States Navy enterprise by delivering autonomous systems that solve operational challenges for warfighters.
Own the Navy pipeline and bookings target across autonomy software and unmanned systems.
Drive opportunities from initial engagement through contract award in partnership with Navy stakeholders and internal teams.
Partner with the growth team on market strategy, introductions, and Navy ecosystem access; own opportunity execution and revenue outcomes.

Requirements

What you’ll need

Bachelor’s degree and experience in defense sales, business development, or military operations.
5+ years of experience in business development, sales, or capture roles in technically complex domains.
Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
Experience working with Navy customers, program offices, systems commands, fleet organizations, or operational units.
Strong understanding of military operations, familiarity with Navy mission needs, and knowledge of Department of Defense procurement processes.
Ability to manage multiple opportunities simultaneously and drive deals through long, complex sales cycles.
Strong communication and relationship-building skills with technical, operational, and acquisition stakeholders.
Ability to translate operational needs into solution-driven sales opportunities.
Ability to obtain a TS/SCI clearance; an active Secret or Top Secret clearance is preferred.
Located near major Navy commands, with the ability to travel up to 50% of the time to Navy installations, fleet locations, and program offices.
All offers are contingent on a cleared background and possible reference check.

Benefits

Comp & perks

Bonus
Benefits package
Equity
Temporary benefits package applicable after 60 days of employment for temporary employees