Senior Staff BD Account Executive - Autonomy Specialist, India (R6015)

About this job

Shield AI is a defense-tech organization specializing in intelligent systems, including Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation technologies, designed to safeguard service members and civilians. The Senior Staff BD Account Executive - Autonomy Specialist role focuses on driving growth for Hivemind Autonomy in India, specifically targeting defense and government clients. In this position, you will spearhead business development initiatives, manage full sales cycles, and shape complex opportunities. A typical day involves building relationships with decision-makers, leading capture strategies, coordinating proposal development, conducting competitive analyses, and collaborating closely with internal engineering, product, and leadership teams to match customer requirements with advanced autonomy solutions.

Responsibilities

• Manage the complete sales lifecycle from initial pipeline generation to deal closure for Hivemind opportunities.
• Formulate and implement territory and capture strategies aligned with long-term company goals.
• Identify and qualify new business opportunities by understanding customer missions, budgets, and acquisition pathways.
• Cultivate robust relationships with key stakeholders, program offices, and influencers in the defense sector.
• Drive proposal development alongside cross-functional teams to ensure alignment with client needs.
• Analyze competitors and position Hivemind effectively within multi-stakeholder environments.
• Collaborate with Product and Engineering teams to translate client needs into viable technical solutions.
• Represent Shield AI at industry conferences and customer engagements to expand the regional pipeline.

Requirements

• 10–15+ years of experience in business development, sales, or capture roles within complex domains.
• Proven history of managing and closing deals in government or defense markets.
• Thorough knowledge of defense acquisition processes and government procurement lifecycles.
• Demonstrated ability in developing capture strategies for complex pursuits.
• Strong technical aptitude to engage credibly with engineering and operational stakeholders.
• Excellent communication, negotiation, and stakeholder management abilities.
• Bachelor's degree.
• Fluency in English.

Good to have

• Experience selling autonomy, AI/ML, or unmanned systems solutions.
• Prior military background.
• Pre-existing relationships within defense, government, or aerospace customer segments.
• Experience partnering with Large Systems Integrators and strategic allies.
• Possession of or eligibility for a security clearance, or an MBA degree.

Who should apply

This role suits seasoned sales and business development professionals with extensive experience in the defense-tech, aerospace, AI/ML, or SaaS sectors. Ideal candidates will possess a deep understanding of government procurement and defense acquisition processes, paired with a track record of closing high-stakes deals. Because the posting requires 10-15+ years of relevant industry experience and a bachelor's degree, freshers are not eligible to apply.

Frequently asked questions