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This role is pivotal in developing and executing capture strategies that align with our mission to expand the reach of our autonomous technologies.</p>\n<p>The successful candidate will work closely with the Business Development and Strategic Engagement teams to drive growth and achieve measurable results.</p>\n<p><strong>Responsibilities:</strong></p>\n<ul>\n<li>Capture Strategy Development: Develop and implement comprehensive capture strategies tailored to specific U.S. Navy opportunities, ensuring alignment with Shield AI&#39;s 5-year strategic plan.</li>\n<li>Opportunity Identification: Identify and qualify new business opportunities within the U.S. Navy, leveraging market analysis and customer insights.</li>\n<li>Customer Engagement: Establish and maintain strong relationships with key decision-makers, stakeholders, and influencers within the U.S. Navy and associated program offices.</li>\n<li>Proposal Oversight: Lead the proposal development process in collaboration with the BD Operations team, ensuring compliance with customer requirements and alignment with Shield AI&#39;s value propositions.</li>\n<li>Competitive Analysis: Conduct in-depth analyses of competitors to understand their strengths and weaknesses, enabling Shield AI to position itself advantageously.</li>\n<li>Risk Management: Identify potential risks associated with capture pursuits and develop mitigation strategies to address them.</li>\n<li>Cross-Functional Collaboration: Partner with the Strategic Engagement team and Solutions Engineers to secure and manage opportunities across the U.S. Navy.</li>\n<li>Industry Engagement: Represent Shield AI at conferences, trade shows, and strategic events, proactively organizing and facilitating high-level interactions to promote the company&#39;s mission and capabilities.</li>\n<li>Stakeholder Communication: Regularly update senior leadership on capture progress, key milestones, and any issues that may impact the pursuit.</li>\n</ul>\n<p><strong>Requirements:</strong></p>\n<ul>\n<li>Bachelor’s degree in Business, Marketing, Engineering, or a related field.</li>\n<li>A combined total of over 12 years of experience in military service and sales, with a focus on the U.S. Navy.</li>\n<li>Air aviation background with a deep understanding of the government acquisition sales cycle.</li>\n<li>Proven track record of successfully capturing and winning contracts within U.S. Navy agencies.</li>\n<li>In-depth understanding of defense acquisition processes and the Department of Defense procurement lifecycle.</li>\n<li>Self-motivated and results-oriented, with demonstrated success in meeting and exceeding critical goals and deadlines.</li>\n<li>Experience owning and closing deals, with strong negotiation and contract management skills.</li>\n<li>Excellent communication and presentation skills.</li>\n<li>Ability to lead and motivate cross-functional teams in a high-pressure, deadline-driven environment.</li>\n<li>Willingness and ability to travel frequently for customer engagements at various locations, including internal and external sites and industry trade shows.</li>\n<li>Active or eligibility for a U.S. Department of Defense security clearance.</li>\n</ul>\n<p><strong>Preferences:</strong></p>\n<ul>\n<li>Experience with Unmanned Aircraft Systems (UAS) and autonomy software.</li>\n<li>Experience in the U.S. Navy, with established relationships within the service and associated markets.</li>\n<li>Master of Business Administration (MBA) or equivalent graduate degree.</li>\n</ul>\n<p style=\"margin-top:24px;font-size:13px;color:#666;\">XML job scraping automation by <a href=\"https://yubhub.co\">YubHub</a></p>","url":"https://yubhub.co/jobs/job_7799374c-207","directApply":true,"hiringOrganization":{"@type":"Organization","name":"Shield AI","sameAs":"https://www.shield.ai","logo":"https://logos.yubhub.co/shield.ai.png"},"x-apply-url":"https://jobs.lever.co/shieldai/f14b7309-0674-4f18-8754-86d783049fed","x-work-arrangement":"onsite","x-experience-level":"senior","x-job-type":"full-time","x-salary-range":"$140,000 - $210,000 a year","x-skills-required":["Business Development","Capture Strategy Development","Opportunity Identification","Customer Engagement","Proposal Oversight","Competitive Analysis","Risk Management","Cross-Functional Collaboration","Industry Engagement","Stakeholder Communication"],"x-skills-preferred":["Unmanned Aircraft Systems (UAS)","Autonomy Software","U.S. Navy","Master of Business Administration (MBA)"],"datePosted":"2026-04-17T13:01:12.809Z","jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Washington, DC"}},"employmentType":"FULL_TIME","occupationalCategory":"Sales","industry":"Technology","skills":"Business Development, Capture Strategy Development, Opportunity Identification, Customer Engagement, Proposal Oversight, Competitive Analysis, Risk Management, Cross-Functional Collaboration, Industry Engagement, Stakeholder Communication, Unmanned Aircraft Systems (UAS), Autonomy Software, U.S. Navy, Master of Business Administration (MBA)","baseSalary":{"@type":"MonetaryAmount","currency":"USD","value":{"@type":"QuantitativeValue","minValue":140000,"maxValue":210000,"unitText":"YEAR"}}}]}