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Sr. Staff BD Account Executive - Autonomy Specialist, Japan (R5096)

Shield AI

Role overview

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 U.S. government or defense markets
  • Deep understanding of defense acquisition processes and government procurement lifecycle
  • Strong experience developing and executing capture strategies for complex opportunities

Responsibilities

  • Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories
  • Develop and execute territory and capture strategies for priority pursuits
  • 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

Key facts

Hard skills

Business Development AI/ML Inference Empowerment Software As A Service (SaaS) Defense In Depth Unmanned Aerial Systems (UAS) Military Service Very-Large-Scale Integration Strategic Partnership

Other skills

  • Relationship Management
  • Negotiation
  • Technical Acumen
  • Communication
  • Self-Motivation

About the company

Shield AI logo

Shield AI

Defense Technology

Founded in 2015, Shield AI is a venture-backed defense technology company whose mission is to protect service members and civilians with intelligent systems. In pursuit of this mission, Shield AI is building the world’s best AI pilot. Its AI pilot, Hivemind, has flown a fighter jet (F-16), a vertical takeoff and landing drone (V-BAT), and a quadcopter (Nova). Shield AI’s products and people are currently in the field actively supporting operations with the U.S. Department of Defense and U.S. allies. Backed by top-tier Silicon Valley VC funds, Shield AI has established itself as the leader in AI for aviation. Shield AI has been named to Forbes’ AI 50 and Best Startups lists, CB Insights Top 100 AI Companies, and Fast Company’s Most Innovative Companies. The company has offices and facilities in San Diego, Dallas, Washington, D.C. and Abu Dhabi. We're hiring: https://shield.ai/careers-overview/

Company details

Company typeScaleup
IndustryDefense Technology
Company size501 - 1000

Links

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Job description

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. 

Job Description:

Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across Asia, with a primary focus on Japanese 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 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/defense, or similar)
  • Proven track record of owning and closing deals, particularly within U.S. 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
  • Fluent in: English, Japanese

    • 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 
    • 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.

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    MR

    Marcus Rivera

    Chief Revenue Officer

    m.rivera@company.com
    linkedin.com/in/marcusrivera
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