Business Development & Sales Lead - UK

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. Follow Shield AI on LinkedIn, X, Instagram, and YouTube. 

Shield AI is seeking a Business Development Lead to drive Shield AI growth for primarily our V-BAT ISR UAS & Hivemind Mission Autonomy capability in the UK, focused on defence and government customers operating in time-sensitive and non-standard acquisition environments. The role is responsible for identifying, shaping, and closing complex opportunities—including urgent operational requirements—while building trusted relationships across specialist end-user communities and programme offices. The successful candidate will also recognize opportunities for Shield AI's Hivemind mission autonomy platform and partner with. Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with autonomous ISR and mission autonomy capabilities.

What You'll Do:

Own and drive the full sales lifecycle for V-BAT ISR opportunities across assigned accounts and territories, from pipeline generation through close — with particular focus on accelerated and non-standard acquisition pathways

Identify, qualify, and prosecute urgent operational requirement (UOR) opportunities by leveraging deep knowledge of how end-user communities generate, validate, and fund time-critical capability needs

Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI's long-term strategic plan and the evolving ISR and mission autonomy requirements of UK and allied special operations forces

Build and maintain trusted relationships with key decision-makers, capability sponsors, programme offices, and influencers across the special mission and broader defence community

Identify and shape requirements at source — engaging with users, capability development functions, and acquisition intermediaries to position V-BAT before formal requirements are crystallised

Recognise and surface Hivemind mission autonomy opportunities that emerge through V-BAT customer engagement, and partner with the wider Shield AI BD team to progress them appropriately

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 Shield AI's capability set effectively in complex, multi-stakeholder environments including those with restricted visibility

Partner with Product, Engineering, and Solutions teams to translate operational customer needs into compelling technical and mission-relevant solutions — spanning both V-BAT and Hivemind where relevant

Manage deal progression with rigour — qualification, deal strategy, forecasting accuracy, and CRM hygiene

Represent Shield AI at relevant industry events, exercises, and customer engagements to expand market presence and pipeline

Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

Measures of Success (First 6–12 Months)

Credible pipeline generation within the special mission and UOR-adjacent customer set, anchored on V-BAT ISR

Successful identification and shaping of at least one urgent or accelerated acquisition opportunity

Improved deal velocity and win rates through disciplined qualification and customer positioning

Identification of at least one Hivemind-relevant opportunity through V-BAT customer engagement

Establishment of trusted relationships with key customer stakeholders, capability development functions, and strategic partners

Consistent, accurate f …