Senior Business Development Lead - Hivemind - Poland

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, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. 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>](https://shield.ai/). Follow Shield AI on [LinkedIn](https://www.linkedin.com/company/shield-ai), [X](https://x.com/shieldaitech), [Instagram](https://www.instagram.com/shield_ai), and [YouTube](https://www.youtube.com/@Shield_AI).

Shield AI is seeking a high-performing Senior Business Development Lead to drive growth for Hivemind Autonomy across Poland, with a primary focus on defense and government customers.

Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems.

This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies.

### What you'll do

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
• Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
• Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
• Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
• Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
• Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
• Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
• Manage deal progression with rigour (qualification, deal strategy, forecasting accuracy, CRM hygiene)
• Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
• Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

### Required Qualifications

• 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
• Bachelor’s degree required

### Preferred Qualifications

• 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