Staff BD Account Executive, Autonomy Specialist - Australia (R5135)

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 APJ 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 Australian 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