Senior Business Development Lead, Germany - Hivemind at Shield AI (Munich, Germany)Senior Business Development Lead, Germany - Hivemind

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

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

Measures of Success (First 6–12 Months)

• Strong pipeline generation and progression within assigned accounts and territories
• Successful execution of capture strategies resulting in qualified opportunities and wins
• Improved deal velocity and win rates through disciplined qualification and positioning
• Establishment of trusted relationships with key customer stakeholders and partners
• Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
• Meaningful contribution to revenue growth across the Americas Hivemind business

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