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.
Shield AI is seeking a high-performing Business Development Lead to drive growth for its V-BAT Intelligence, Surveillance and Reconnaissance (ISR) UAS capability in the UK, with a primary focus on defence and government customers operating in time-sensitive and non-standard acquisition environments.
While V-BAT ISR is the primary commercial focus of this role, the successful candidate will also be expected to recognise and support opportunities for Shield AI's Hivemind mission autonomy platform where customer requirements and engagement naturally create openings. Shield AI's capability portfolio is increasingly integrated, and this role requires someone who can represent both strands credibly and know when to bring in additional resource.
This role is responsible for identifying, shaping, and closing complex opportunities - including urgent operational requirements - while building enduring relationships within specialist end-user communities and the programme offices that support them. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer need with Shield AI's autonomous ISR and mission autonomy capabilities, and deliver mission-critical outcomes at pace.
The ideal candidate is a credible, trusted voice in the special operations and special mission community — someone who understands how capability requirements are identified, developed, and funded outside of mainstream procurement, and who has subsequently taken that knowledge into industry to sell back into their former operating environment. This person brings firsthand understanding of how urgent operational requirements are generated and prosecuted, and knows how to navigate the networks and decision-making structures that sit behind them.
What You'll Do:
Own and drive the full sales lifecycle for V-BAT ISR opportunities across assigned accounts and territories, from pipeline generation through close — with particular focus on accelerated and non-standard acquisition pathways
Identify, qualify, and prosecute urgent operational requirement (UOR) opportunities by leveraging deep knowledge of how end-user communities generate, validate, and fund time-critical capability needs
Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI's long-term strategic plan and the evolving ISR and mission autonomy requirements of UK and allied special operations forces
Build and maintain trusted relationships with key decision-makers, capability sponsors, programme offices, and influencers across the special mission and broader defence community
Identify and shape requirements at source — engaging with users, capability development functions, and acquisition intermediaries to position V-BAT before formal requirements are crystallised
Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
Partner with Product, Engineering, and Solutions teams to translate operational customer needs into compelling technical and mission-relevant solutions — spanning both V-BAT and Hivemind where relevant
Manage deal progression with rigour — qualification, deal strategy, forecasting accuracy, and CRM hygiene
Required qualifications:
Substantive operational background in the UK special operations, special mission, or high-readiness environment with experience in roles that bridged operational requirement and capability development
Direct familiarity with how ISR capabilities are identified, trialled, acquired, and sustained in non-standard or time-sensitive procurement environments
Proven track record of transitioning from military service into a commercial role selling defence capability back into the special operations or broader MoD customer base
Deep understanding of UK defence acquisition processes, including formal procurement and accelerated or urgent pathways
Strong experience developing and executing capture strategies for complex, relationship-driven opportunities
Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders on UAS ISR performance, integration, and broader autonomous systems
Active SC clearance as a minimum; DV-cleared candidates or those with eligibility strongly preferred
Preferred Qualifications:
Prior commercial experience selling UAS, ISR, or autonomous systems — including AI-enabled mission systems — into UK defence or allied special operations customers
Established relationships within the special operations or special mission community in a commercial capacity
Familiarity with mission autonomy concepts and how AI-enabled systems are being considered within special operations and broader defence capability planning
Experience engaging with Large Systems Integrators (LSIs) and strategic partners relevant to the UK UAS and autonomous systems market
Familiarity with the broader UAS regulatory and airspace integration landscape in the UK and Europe
Ability to travel as required for customer engagements and industry events
Degree-level education or equivalent professional development
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.
