Senior Business Development Lead - Hivemind - Ukraine
At a glance
Senior Business Development role at Shield AI. Kyiv · internship.
Pay not stated Business Development salary
growthroles summary, based on the employer's posting.
What you'll do
- Build Hivemind opportunities from initial pipeline creation through negotiation and close across your assigned accounts
- Set capture plans for priority pursuits, using customer missions, budgets and purchasing routes to shape each opportunity
- Develop relationships with defense and government decision-makers, program offices and other influencers
- Coordinate proposals with BD Operations and internal teams, matching customer needs to Hivemind’s value
- Track deal stages, forecasts and CRM records, while keeping leaders informed about progress, risks and milestones
What you bring
- At least ten years in business development, sales or capture work in technically complex fields such as AI, autonomy or aerospace
- A record of closing deals, especially with European government or defense customers
- Strong knowledge of defense purchasing processes and experience building capture plans for complex pursuits
- You can discuss technical needs credibly with engineering, product and operational teams
Who this fits
This role suits a senior business development professional who can lead complex pursuits and work directly with defense and government stakeholders. The position is based on-site in Kyiv, Ukraine, and travel may be needed for customer meetings and industry events. An active security clearance or eligibility to obtain one is preferred.
From the employer
Shield AI is seeking a high-performing Senior Business Development Lead to drive growth for Hivemind Autonomy across Ukraine, with a primary focus on defense and government customers.
Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems.
This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies.
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
Required Qualifications
- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar)
- Proven track record of owning and closing deals, particularly within European government or defence markets
- Deep understanding of defence acquisition processes and government procurement lifecycle
- Strong experience developing and executing capture strategies for complex opportunities
- Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
- Excellent communication, negotiation, and stakeholder management skills
- Self-motivated, results-oriented, and capable of operating in a fast-paced environment
Preferred Qualifications
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions
- Prior military experience a plus
- Established relationships within defense, government, or aerospace customer sets
- Experience working with Large Systems Integrators (LSIs) and strategic partners
- Ability to travel as needed for customer engagements and industry events
- Active or eligibility for security clearance
- MBA or equivalent graduate degree
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