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Shield AI

Posted 13 months ago

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X-BAT Capture Lead - Nordics

OsloOn-siteFull-time

AI Summary

Director of Business Development for Shield AI's X-BAT initiatives in Europe, leading strategic capture, pipeline development, and engagement with defense stakeholders across ministries, primes, and NATO bodies.

About this role

Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the U.S., Europe, the Middle East, and the 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.

At Shield AI, we’re redefining the battlespace with autonomy-enabled airpower. As part of our global expansion, we’re looking for a bold and visionary Director of Business Development to lead strategic sales, customer engagement, and capture efforts for our X-BAT initiatives across the region.
This is a high-impact role at the cutting edge of aerospace and defense innovation. You’ll be on the front lines, driving adoption and revenue for Shield AI’s X-BAT by engaging directly with top-tier defense stakeholders—military customers, industry primes, and government decision-makers. Your mission: position Shield AI as the go-to partner for next-generation air combat solutions in Europe.
You’ll bring a rare mix of defense sales expertise, technical credibility, and a deep understanding of air domain CONOPS and acquisition frameworks. From identifying new opportunities to closing complex deals and launching early-stage programs, you’ll own the entire business development lifecycle.

What you'll do:

  • Drive Strategic Capture: Identify, shape, and capture high-value opportunities across European next-gen airpower programs relevant to CCAs and autonomy.
  • Own Regional Sales Pipeline: Lead the full business development lifecycle for X-BAT focused efforts, from customer engagement through proposal, negotiation, and contract award.
  • Engage Key Stakeholders: Build and maintain trusted relationships with Ministries of Defence, defense primes, integrators, and NATO-related bodies.
  • Shape Requirements & CONOPS: Influence customer requirements and future CCA CONOPS to align with Shield AI’s product offerings.
  • Support Demonstrations & Campaigns: Lead Shield AI’s positioning and participation in regional flight demos, technical trials, and program pilots.
  • Coordinate Cross-Functionally: Collaborate closely with engineering, product, legal, and program teams to align technical solutions with customer needs and delivery requirements.
  • Inform Product Direction: Provide field intelligence to guide feature development, integration strategy, and roadmap priorities for Hivemind-enabled CCA solutions.

    • Required qualifications:

  • 15+ years in a relevant air force occupation, bringing significant depth of understanding of relevant CONOPs and platform applications.
  • 8–10+ years of experience in defense acquisition, business development, sales, or strategy, ideally with a focus on air platforms or autonomy.
  • Strong track record of capturing and closing defense programs or tech insertions with European ministries of defence or multinational frameworks.
  • Understanding of next-gen air combat trends, including CCAs, MUM-T, and AI-enabled CONOPS.
  • Ability to credibly represent technically complex products to both strategic and operational-level audiences.
  • Familiarity with key European defense programs (e.g., FCAS/SCAF, Tempest/GCAP, Eurodrone) and regional acquisition pathways.
  • Willingness to travel extensively across Europe (30%).

    • Skills

    Acquisition Frameworks KnowledgeBusiness DevelopmentCapture ManagementCONOPS DevelopmentContract NegotiationCross-functional CoordinationCustomer EngagementDCAA/defense Procurement FamiliarityDefense SalesEuropean Defense Programs (FCAS/SCAF, Tempest/GCAP, Eurodrone) FamiliarityFlight Demonstrations And TrialsMilitary/aerospace Program ExperienceOperational Requirements ShapingProduct Feedback And Roadmap InputProgram ManagementProposal DevelopmentSecurity/compliance AwarenessStrategic Account ManagementStrategic Capture

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