Senior Business Development Manager - Ukraine (R5043) Growth Division International Business Development Kyiv Kyiv International EOR 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. Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Ukraine, with a primary focus on defense and government customers. Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Ukraine, with a primary focus on defense and government customers. Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. 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. 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 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

Required Qualifications

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

Preferred Qualifications

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

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