Navy Territory Manager; R6264

Position: Navy Territory Manager (R6264)
Washington, D.C.Growth Division – Business Development /Full Time Employee /On-site 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, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. 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 . Follow Shield AI on Linked In, X, Instagram, and You Tube.

Job Description:

Shield AI is seeking a driven, mission-focused Navy Territory Manager to drive growth across the United States Navy enterprise by delivering autonomous systems that solve real operational challenges for the warfighter.

This role owns the Navy pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with Navy stakeholders and internal teams to convert operational needs into funded procurement. This is a quota-carrying role with significant upside tied directly to Navy revenue growth.

The ideal candidate is a high-energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability.

This role partners closely with Shield AI’s growth team, which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the Navy ecosystem. While the growth team supports market strategy and introductions, the Navy Territory Manager owns opportunity execution and revenue outcomes.

This role is ideal for individuals who thrive in high-ownership environments and are motivated by developing markets and closing complex deals.

What you'll do:

Own and execute the Navy go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.

Carry full accountability for the Navy bookings target, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.

Identify, shape, and pursue new opportunities across Navy program offices, systems commands, fleet organizations, operational units, and modernization initiatives.

Build and maintain a qualified pipeline of Navy opportunities from early engagement through contract award.

Own the full sales cycle, with accountability for closing deals and achieving Navy quota targets.

Work directly with Navy stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities to the fleet.

Operate with urgency to advance opportunities and move Shield AI capabilities from evaluation into funded acquisition and operational deployment.

Develop trusted relationships with Navy program managers, operational leaders, requirements sponsors, and acquisition stakeholders.

Partner with Shield AI growth advisors who provide Navy domain expertise, acquisition insight, and senior-level access.

Coordinate internal teams, including engineering, product, program management, and capture resources, to support opportunity execution.

Lead opportunity strategy and deal progression, including shaping customer requirements, developing capture plans, and supporting proposal efforts.

Maintain accurate pipeline forecasts, bookings projections, and opportunity records.

Drive adoption and expansion of fielded capabilities that deliver immediate operational value to Navy customers.

Required qualifications:

Bachelor’s degree and experience in defense sales, business development, or military…