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. Europe, the Middle East, and Asia-Pacific, Shield AI's technology actively supports operations worldwide. 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. The idóneo 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. 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.

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.

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

Bachelor's degree and experience in defense sales, business development, or military operations.

5+ years of experience in business development, sales, or capture roles in technically complex domains.

Demonstrated ability to independently build pipeline and close deals in complex government sales environments.

Ability to manage multiple opportunities simultaneously and drive deals through long, complex sales cycles.

Strong communication and relationship-building skills with technical, operational, and acquisition stakeholders.

Ability to translate operational needs into solution-driven sales opportunities.

Located near major Navy commands, with the ability to travel up to 50% of the time to Navy installations, fleet locations, and program offices.

$Full-time regular employee offer package:

Temporary employee offer package:

Pay within range listed above + temporary benefits package (applicable after 60 days of employment)

Please speak to your talent acquisition representative for more information.

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📌 Territory Manager / Senior Manager - Business Development (Madrid)
🏢 shieldai
📍 Madrid