Business Development & Sales Lead - Uk

Founded in 2015, Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software and V-BAT and X-BAT aircraft. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit (Use the "Apply for this Job" box below). Follow Shield AI on Linked In, X, Instagram, and You Tube.

Shield AI is seeking a Business Development Lead to drive Shield AI growth for primarily our V-BAT ISR UAS & Hivemind Mission Autonomy capability in the UK, focused on defence and government customers operating in time‑sensitive and non‑standard acquisition environments.

The role is responsible for identifying, shaping, and closing complex opportunities—including urgent operational requirements—while building trusted relationships across specialist end‑user communities and programme offices. The successful candidate will also recognize opportunities for Shield AI's Hivemind mission autonomy platform and partner with.

Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with autonomous ISR and mission autonomy capabilities.

• Own and drive the full sales lifecycle for V-BAT ISR opportunities across assigned accounts and territories, from pipeline generation through close — with particular focus on accelerated and non-standard acquisition pathways
• Identify, qualify, and prosecute urgent operational requirement (UOR) opportunities by leveraging deep knowledge of how end-user communities generate, validate, and fund time-critical capability needs
• Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI's long-term strategic plan and the evolving ISR and mission autonomy requirements of UK and allied special operations forces
• Build and maintain trusted relationships with key decision-makers, capability sponsors, programme offices, and influencers across the special mission and broader defence community
• Identify and shape requirements at source — engaging with users, capability development functions, and acquisition intermediaries to position V-BAT before formal requirements are crystallised
• Recognise and surface Hivemind mission autonomy opportunities that emerge through V-BAT customer engagement, and partner with the wider Shield AI BD team to progress them appropriately
• 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 Shield AI's capability set effectively in complex, multi-stakeholder environments including those with restricted visibility
• Partner with Product, Engineering, and Solutions teams to translate operational customer needs into compelling technical and mission-relevant solutions — spanning both V-BAT and Hivemind where relevant
• Manage deal progression with rigour — qualification, deal strategy, forecasting accuracy, and CRM hygiene
• Represent Shield AI at relevant industry events, exercises, and customer engagements to expand market presence and pipeline
• Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

• Credible pipeline generation within the special mission and UOR-adjacent customer set, anchored on V-BAT ISR
• Successful identification and shaping of at least one urgent or accelerated acquisition opportunity
• Improved deal velocity and win rates through disciplined qualification and customer positioning
• Identification of at least one Hivemind-relevant opportunity through V-BAT customer engagement
• Establishment of trusted relationships with key customer stakeholders, capability development functions, and strategic partners
• Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
• Meaningful contribution to Shield AI revenue growth across the UK and European region

• Substantive operational background in the UK special operations, special mission, or…