Territory Business Development Manager, Army (R4796)

Shield AI is a venture-backed deep-tech company focused on protecting service members and civilians with intelligent systems. They are seeking a driven Business Development Manager to enhance growth across the U.S. Army by delivering autonomous systems and managing the Army pipeline and bookings target.

Responsibilities:

• Own and execute the U.S. Army go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio
• Carry full accountability for the Army revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings
• Identify, shape, and pursue new opportunities across Army program offices, operational units, and modernization initiatives
• Build and maintain a qualified pipeline of Army opportunities from early engagement through contract award
• Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving Army quota targets
• Work directly with Army stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field
• Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to procurement
• Develop trusted relationships with Army program managers, operational leaders, and acquisition stakeholders
• Partner with Shield AI growth advisors who provide Army domain expertise, acquisition insight, and senior level access
• Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution
• Lead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts
• Maintain accurate pipeline forecasting and revenue projections
• Drive adoption of fielded capabilities that deliver immediate operational value to Army customers

Requirements:

• Bachelor's degree and experience in defense sales, business development, or military operations
• Demonstrated ability to independently build pipeline and close deals in complex government sales environments
• Experience working with U.S. Army customers, program offices, or operational units
• Strong understanding of military operations and familiarity with Department of Defense procurement processes
• Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles
• Strong communication and relationship building skills with both technical and operational stakeholders
• Ability to translate operational needs into solution driven sales opportunities
• Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred
• Located near major Army commands (ie. DC, FT. Benning, Ft. Bragg, etc.) with travel up to 50% of the time to additional Army installations and program offices
• Military experience within the U.S. Army
• Experience selling advanced technology, autonomy, robotics, or unmanned systems
• Familiarity with Army modernization priorities and operational concepts
• Experience working within or alongside Army program offices or acquisition organizations