Senior Staff BD Account Executive - Autonomy Specialist (R5001)
At a glance
Senior Account Executive role at Shield AI. Riyadh · internship.
Pay not stated Account Executive salary
growthroles summary, based on the employer's posting.
What you'll do
- Run Hivemind sales from pipeline creation through closing across your assigned accounts and territories
- Build capture plans for priority pursuits, grounding them in customer missions, budgets and procurement routes
- Develop customer relationships and shape opportunities with defense decision-makers, program offices and influencers
- Lead proposal work with BD Operations and partner teams, matching customer needs to Hivemind’s value
- Keep deals moving through careful qualification, forecasting and CRM upkeep, while sharing risks and milestones internally
What you bring
- At least ten years in business development, sales or capture for technically complex fields such as AI, autonomy or defense
- A record of closing deals, especially with UAE government or defense customers, and navigating government acquisition
- Strong capture planning experience, plus the technical fluency to work credibly with engineering and product teams
- A bachelor’s degree and fluency in both Arabic and English
Who this fits
This senior role suits an experienced seller who can manage complex defense pursuits and build trusted customer relationships. The work focuses on Saudi and Qatar accounts, while a key qualification is deal experience in UAE government or defense markets. The position is onsite in Riyadh and is listed as an internship. Travel may be needed for customer meetings and industry events.
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 Saudi/Qatar 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 Saudi/Qatar 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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