Business Development Account Executive, Hivemind (R3259)

About Shield AI

Founded in 2015, Shield AI is a venture-backed defense technology company focused on protecting service members and civilians with intelligent systems. Its flagship autonomy software, Hivemind, powers aircraft, drones, and other platforms, enabling complex missions with high reliability in contested environments. With offices in San Diego, Dallas, Washington, D.C., and internationally, Shield AI’s products actively support U.S. and allied operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn,Twitter, and Instagram.

Are you a passionate and results-driven Senior Account Executive looking to make a tangible impact with cutting-edge AI technology? Do you thrive in high-performance sales environments and want to help shape the future of aircraft autonomy? If so, Shield AI is the place for you!

We are launching Hivemind Enterprise, a groundbreaking AI product, and we’re seeking experienced SaaS sales professionals to help create and dominate this market. As a Senior Account Executive on our Business Development team, you will play a pivotal role in:

-Driving revenue growth by securing new customers and expanding existing relationships.

-Positioning Shield AI as the leading provider of AI-driven autonomy solutions for commercial, national security, and defense applications.

-Partnering with technical and product teams to ensure our solutions deliver unmatched value to customers.

-Leading strategic pursuits to differentiate Hivemind Enterprise and secure mission-critical contracts.

If you’re eager to work alongside mission-driven, values-focused teammates and sell state-of-the-art AI products that make a real-world impact, join us at Shield AI and help revolutionize the future of autonomous flight.

WHAT YOU'LL DO:

• Drive the launch of Hivemind Enterprise, focusing on selling Software as a Service (SaaS) to enterprise-level businesses (B2B) and establishing Shield AI as a market leader.
• Engage with customers strategically, addressing technical objections, demonstrating the value of our autonomy and artificial intelligence tools, and accelerating sales cycles.
• Identify new opportunities to apply our cutting-edge AI technology across various mission sets, expanding our reach in commercial and defense sectors.
• Collaborate with software development teams and product managers to ensure seamless delivery of best-in-class AI solutions tailored to customer needs.
• Gather and analyze client feedback to refine initial trials and deployments of Hivemind Enterprise software licenses, ensuring customer satisfaction and long-term adoption.
• Become a subject matter expert in AI for aircraft autonomy, continuously enhancing your knowledge through research and hands-on customer engagement.
• This role is an opportunity to shape the future of AI-driven autonomy, work with cutting-edge technology, and drive meaningful impact in national security and commercial aviation.

REQUIRED QUALIFICATIONS:

• Typically requires a minimum of 12 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 5 years experience; or equivalent experience.
• Sales Expertise: At least 5 years of sales experience, preferably in the Unmanned Aerial Systems (UAS) or autonomy space, with a Bachelor’s degree.
• SaaS & Software Sales: Minimum of 2 years of SaaS or software sales experience, demonstrating a strong understanding of the software sales cycle.
• Travel Flexibility: Willingness and ability to travel at least 30% of the time.
• Innovative Sales Approach: Creativity in developing unique strategies to build customer relationships and close deals.
• Communication Skills: Strong written and oral communication abilities, with the capability to present complex AI and autonomy concepts to diverse audiences.
• Organizational Excellence: Exceptional attention to detail and organizational skills to manage multiple deals and client relationships effectively.
• Negotiation & Problem-Solving: Strong negotiation and social problem-solving skills to navigate complex sales environments.
• Ability to Perform Under Pressure: Comfortable working in a high-stress sales environment, managing multiple priorities, and adapting to evolving customer needs.

PREFERRED QUALIFICATIONS:

• Industry Experience: Background in defense, aerospace, or autonomous systems, with a strong understanding of AI, autonomy, or Unmanned Aerial Systems (UAS).
• Proven SaaS Success: Demonstrated track record of exceeding sales quotas and driving enterprise-level SaaS adoption in B2B markets.
• Technical Acumen: Experience working with AI, machine learning, or data analytics software, with the ability to articulate technical concepts to non-technical stakeholders.
• Government & Defense Sales: Experience selling software solutions to government agencies, DoD, or national security sectors, including knowledge of procurement processes and compliance requirements.
• CRM & Sales Tools: Proficiency in Salesforce, HubSpot, or other CRM platforms, as well as experience with sales enablement and automation tools.
• Strategic Selling: Familiarity with methodologies such as MEDDIC, Challenger Sales, or Solution Selling to drive complex, multi-stakeholder deals.
• Relationship Management: Ability to build and nurture executive-level relationships within enterprise organizations, fostering long-term customer partnerships.
• Startup & Growth Experience: Experience in a high-growth startup or new market development, with the ability to thrive in a fast-paced, evolving environment.

Total package details for U.S. based positions:

- Regular employee positions: Salary within range listed above + Bonus + Benefits + Equity

- Temporary employee positions: Hourly within range listed above + temporary benefits package (applicable after 60 days

of employment)

- Interns/Military Fellows/Part-time not eligible for bonus, benefits or equity

Total package details for International positions which are roles based outside of the United States (where applicable):

- International premium, hardship differential, cost of living differential, living quarters allowance, foreign service transfer

allowance, equity, international benefits, visa assistance, and relocation assistance.

Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check.

Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.