Senior Staff BD Account Executive - Autonomy Specialist (R5001)
At a glance
Senior Account Executive role at Shield AI. Abu Dhabi · internship.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Run Hivemind opportunities from initial pipeline creation through closed deals across assigned Middle East accounts
- Build territory and capture plans by studying customer missions, budgets, and acquisition routes
- Develop decision-maker relationships across UAE defense and government programs, offices, and stakeholder groups
- Lead proposals and shape technical solutions with Product, Engineering, Solutions, and BD Operations teams
- Maintain rigorous qualification, forecasting, CRM records, competitive positioning, and internal pipeline updates
What you bring
- At least ten years in business development, sales, or capture for technically complex fields such as AI, autonomy, SaaS, or defense
- A record of closing deals with UAE government or defense customers and understanding their procurement lifecycle
- Hands-on experience creating and delivering capture plans for complicated pursuits
- Bachelor’s degree, fluent Arabic and English, and technical credibility with engineering and product teams
Who this fits
This suits a senior, customer-facing seller who can navigate UAE defense buying processes and manage complex, multi-party pursuits. You’ll work onsite in Abu Dhabi and travel as needed for customer meetings and industry events. The role calls for strong relationships across defense, government, aerospace customers, large systems integrators, or strategic partners.
From the employer
Job Description:
Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Middle East, with a primary focus on UAE-based 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 defense acquisition processes, and a proven track record of winning and expanding strategic accounts.
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 rigor (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 UAE Hivemind business
Required qualifications:
- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
- Proven track record of owning and closing deals, particularly within UAE government or defense markets
- Deep understanding of defense 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
- Bachelor’s degree required
- Must be fluent in Arabic as well as English
Preferred qualifications:
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus
- Prior military experience
- 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
Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.
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