[Hiring] Territory Business Development Manager @Shield AI

Role Description

Shield AI is seeking a driven and mission-focused Business Development Manager to drive growth across the CIV/DHS enterprise by delivering autonomous systems that solve real operational challenges for the warfighter. This role owns the CIV/DHS pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with CIV/DHS stakeholders and internal teams to convert operational needs into funded procurement. This is a quota-carrying role with significant upside tied directly to CIV/DHS revenue growth.

The ideal candidate is a high energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability.

This role partners closely with Shield AI’s growth team which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the CIV/DHS ecosystem. While the growth team supports market strategy and introductions, the Business Development Manager owns opportunity execution and revenue outcomes.

This role is ideal for individuals who thrive in high ownership environments and are motivated by building new markets and closing complex deals.

What you'll do:

• Own and execute the CIV/DHS go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
• Carry full accountability for the CIV/DHS revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
• Identify, shape, and pursue new opportunities across CIV/DHS program offices, operational units, and modernization initiatives.
• Build and maintain a qualified pipeline of CIV/DHS opportunities from early engagement through contract award.
• Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving CIV/DHS quota targets.
• Work directly with CIV/DHS stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.
• Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to program of record.
• Develop trusted relationships with CIV/DHS program managers, operational leaders, and acquisition stakeholders.
• Partner with Shield AI growth advisors who provide CIV/DHS 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 forecasting and revenue projections.
• Drive adoption of fielded capabilities that deliver immediate operational value to CIV/DHS customers.

Qualifications

• Bachelor’s degree and experience in defense sales, business development, or military operations.
• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
• Experience working with CIV/DHS customers, program offices, or operational units.
• Strong understanding of military operations and familiarity with Department of Defense procurement processes.
• Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
• Strong communication and relationship building skills with both technical and operational stakeholders.
• Ability to translate operational needs into solution driven sales opportunities.
• Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred.
• Located near major CIV/DHS commands with travel up to 50% of the time to additional CIV/DHS installations and program offices.

Benefits

• Pay within range listed + Bonus + Benefits + Equity
• Temporary employee offer package: Pay within range listed above + temporary benefits package (applicable after 60 days of employment)

Company Description

Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.