Senior Business Development Manager - Poland (R5045)

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across Europe, with a primary focus on Poland-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 defence acquisition processes, and a proven track record of winning and expanding strategic accounts.

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

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

Bachelor’s degree required

Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions

Prior military experience a plus

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