About the role
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 www.shield.ai . Follow Shield AI on LinkedIn , X , Instagram , and YouTube . Job Description: Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Netherlands, with a primary focus on defense and government customers. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes. The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defence acquisition processes, and a proven track record of winning and expanding strategic accounts. \n
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 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 Hivemind business Required