---
title: 'Senior Staff BD Account Executive - Autonomy Specialist - India at Shield AI'
canonical: 'https://feeny.ai/job/senior-staff-bd-account-executive-autonomy-specialist-india-shield-ai-delhi-02e8m14seg58'
type: 'job'
last_seen: '2026-09-12'
---

# Senior Staff BD Account Executive - Autonomy Specialist - India at Shield AI

- **Company:** Shield AI
- **Location:** Delhi, India
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2026-09-01
- **Last confirmed live:** 2026-09-12
- **Apply:** https://jobs.lever.co/shieldai/ab1475b5-70fd-411a-990b-ddbb72324929

## Job description

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.

Job Description: Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across India, with a primary focus on India based defense and government customers. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes. The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense acquisition processes, and a proven track record of winning and expanding strategic accounts.

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 rigor (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 India 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/defense, or similar)
- Proven track record of owning and closing deals, particularly within the Indian government or defense markets
- Deep understanding of defense 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
- Must be fluent in English

Preferred qualifications:

- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus
- Prior military experience
- 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

## #LI-KC5

Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.

## About Shield AI

## Company Overview
- **One-liner**: Shield AI builds AI pilots and autonomous systems for military aircraft to protect service members and civilians.
- **Entity Type**: Private (Series G, venture-backed)
- **Headquarters**: San Diego, California, United States
- **Founded**: 2015
- **Founders**: Brandon Tseng, Ryan Tseng, Andrew Reiter

## Core Business
- Primary industry/industries: Defense technology, artificial intelligence, autonomous systems, aerospace
- Target customers: U.S. Department of Defense, allied nations’ military forces (B2G / Government)
- Mission or purpose statement: “Protect service members and civilians with intelligent systems.”

## Products & Services
- **Hivemind**: A combat‑tested, modular autonomy stack for aircraft – self‑driving technology for drones, jets, and helicopters. Includes path‑planning, mapping, state‑estimation, computer vision, and reinforcement learning. Type: Software (AI/autonomy).
- **V‑BAT**: A vertical take‑off and landing (VTOL) unmanned aerial system (UAS) designed for persistent ISR and strike missions. Type: Hardware (drone).
- **X‑BAT**: An advanced unmanned aircraft system with extended endurance and payload capacity, built for multi‑domain operations. Type: Hardware (drone).
- **Hivemind Vision Systems**: Computer‑vision and sensor‑fusion capabilities integrated into Hivemind for GPS‑denied environments. Type: Software + sensors.
- **Hivemind Enterprise**: A deployable version of Hivemind for third‑party platforms and commercial applications. Type: Software.

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed (private company). Total funding raised: $3.6B (as of Series G in March 2026).
- **Key Metric**: Annual Revenue ~$21.7M (estimated, private) | Total Funding $3.6B (including $2B Series G led by JP Morgan Chase and Advent International, March 2026).
- **Notable Investors/Partners**: JP Morgan Chase, Advent International, Blackstone, Riot Ventures, SnowPoint Ventures, Disruptive (55+ investors total). Strategic partners include U.S. DoD and allied defense forces.
- **Growth Signals**: Headcount grew 68.3% YoY to 1,283 employees; 338 active job postings (+57.2% YoY); operates in 5 countries (U.S., Australia, UAE, Norway, Ukraine); recent acquisitions of Sentient Vision Systems (2024), Heron Systems, MARTIN UAV.

## Competitive Advantages
- **Combat‑proven autonomy**: Hivemind has been tested in live military operations, providing a first‑mover advantage in contested, GPS‑denied environments.
- **Full‑stack integration**: Combines software (AI pilot), hardware (V‑BAT, X‑BAT), and sensor systems, creating a tightly integrated product ecosystem.
- **Cross‑functional engineering culture**: Engineers work across AI, robotics, aerospace, and defense – not siloed – enabling rapid iteration and field deployment.
- **Top talent pipeline**: Employees drawn from Lockheed Martin, Northrop Grumman, Raytheon, Amazon, Anduril, and other leading defense/tech firms.

## Strategic Focus
- **Scale AI pilots across all domains**: Extend Hivemind from aircraft to ships, satellites, and ground vehicles (“every military asset”).
- **International expansion**: Growing presence in Australia, Europe, and Middle East via mission autonomy centers and partnerships.
- **Deepen autonomy stack**: Continued investment in reinforcement learning, simulation, and computer vision to maintain leadership in contested‑environment autonomy.

## Why Work Here
- **Mission‑driven work**: Directly contribute to protecting service members and civilians with cutting‑edge AI and robotics.
- **Cross‑functional teams**: Engineers collaborate across disciplines (AI, hardware, software, systems) on real‑world defense challenges.
- **Benefits**: Excellent medical coverage, mental health EAP, paid parental leave, pet insurance, flexible work hours, gym discounts (SD) / on‑site gym (DC), free parking, competitive compensation, 401k with match, stock benefits.
- **Work policy**: Flexible work hours; some offices (e.g., San Diego HQ, Arlington, DC) have on‑site facilities. Remote/hybrid options available depending on role.
- **Growth trajectory**: Rapidly scaling (68% headcount growth) with hundreds of open roles across engineering, operations, and program management.

## Sources
1. [shield.ai/about](https://shield.ai/about/)
2. [shield.ai/careers](https://shield.ai/careers/)
3. [LinkedIn – Shield AI](https://www.linkedin.com/company/shield-ai)
4. [CBInsights – Shield AI](https://www.cbinsights.com/company/shield-ai)
5. [Lever – Shield AI Jobs](https://jobs.lever.co/shieldai)

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- [Staff Platform Engineer](https://feeny.ai/job/staff-platform-engineer-shield-ai-san-diego-t739q0cnehtg) — San Diego, CA
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- [Director, Mission Systems](https://feeny.ai/job/director-mission-systems-shield-ai-washington-96nmd081cj08) — Washington, DC
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