X-BAT Capture Lead - Nordics · Shield AI

Fri, 17 Apr 2026 13:03:21 GMT
Engineering

Shield AI · Oslo · onsite

At Shield AI, we're redefining the battlespace with autonomy-enabled airpower. We're seeking a bold and visionary Director of Business Development to lead strategic sales, customer engagement, and capture efforts for our X-BAT initiatives across the region.

This is a high-impact role at the cutting edge of aerospace and defense innovation. You'll be on the front lines, driving adoption and revenue for Shield AI's X-BAT by engaging directly with top-tier defense stakeholders,military customers, industry primes, and government decision-makers. Your mission: position Shield AI as the go-to partner for next-generation air combat solutions in Europe.

Responsibilities:

Drive Strategic Capture: Identify, shape, and capture high-value opportunities across European next-gen airpower programs relevant to CCAs and autonomy.

Own Regional Sales Pipeline: Lead the full business development lifecycle for X-BAT focused efforts, from customer engagement through proposal, negotiation, and contract award.

Engage Key Stakeholders: Build and maintain trusted relationships with Ministries of Defence, defense primes, integrators, and NATO-related bodies.

Shape Requirements & CONOPS: Influence customer requirements and future CCA CONOPS to align with Shield AI’s product offerings.

Support Demonstrations & Campaigns: Lead Shield AI’s positioning and participation in regional flight demos, technical trials, and program pilots.

Coordinate Cross-Functionally: Collaborate closely with engineering, product, legal, and program teams to align technical solutions with customer needs and delivery requirements.

Inform Product Direction: Provide field intelligence to guide feature development, integration strategy, and roadmap priorities for Hivemind-enabled CCA solutions.

Qualifications:

15+ years in a relevant air force occupation, bringing significant depth of understanding of relevant CONOPs and platform applications.

8–10+ years of experience in defense acquisition, business development, sales, or strategy, ideally with a focus on air platforms or autonomy.

Strong track record of capturing and closing defense programs or tech insertions with European ministries of defence or multinational frameworks.

Understanding of next-gen air combat trends, including CCAs, MUM-T, and AI-enabled CONOPS.

Ability to credibly represent technically complex products to both strategic and operational-level audiences.

Familiarity with key European defense programs (e.g., FCAS/SCAF, Tempest/GCAP, Eurodrone) and regional acquisition pathways.

Willingness to travel extensively across Europe (30%).