Shield AI is seeking a driven and mission-focused Business Development Manager to drive growth across the U.S. Army enterprise by delivering autonomous systems that solve real operational challenges for the warfighter.
\nThis role owns the U.S. Army pipeline and bookings target across Shield AI's autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with Army stakeholders and internal teams to convert operational needs into funded procurement.
\nThe ideal candidate is a high-energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability.
\nThis role partners closely with Shield AI's growth team, which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the Army ecosystem.
\nResponsibilities:
\nOwn 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.
\nCarry full accountability for the Army revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
\nIdentify, shape, and pursue new opportunities across Army program offices, operational units, and modernization initiatives.
\nBuild and maintain a qualified pipeline of Army opportunities from early engagement through contract award.
\nOwn the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving Army quota targets.
\nWork directly with Army stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.
\nOperate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to procurement.
\nDevelop trusted relationships with Army program managers, operational leaders, and acquisition stakeholders.
\nPartner with Shield AI growth advisors who provide Army domain expertise, acquisition insight, and senior-level access.
\nCoordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution.
\nLead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts.
\nMaintain accurate pipeline forecasting and revenue projections.
\nDrive adoption of fielded capabilities that deliver immediate operational value to Army customers.
\nRequired qualifications:
\nBachelor's degree and experience in defense sales, business development, or military operations.
\nDemonstrated ability to independently build pipeline and close deals in complex government sales environments.
\nExperience working with U.S. Army customers, program offices, or operational units.
\nStrong understanding of military operations and familiarity with Department of Defense procurement processes.
\nAbility to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
\nStrong communication and relationship-building skills with both technical and operational stakeholders.
\nAbility to translate operational needs into solution-driven sales opportunities.
\nPreferred qualifications:
\nMilitary experience within the U.S. Army.
\nExperience selling advanced technology, autonomy, robotics, or unmanned systems.
\nFamiliarity with Army modernization priorities and operational concepts.
\nExperience working within or alongside Army program offices or acquisition organizations.
\nSalary: $140,000 - $210,000 a year
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You can explain complex technical concepts to non-technical executives and translate business requirements into technical architecture.\\n\\n- Live Builder: You've run POCs, onboarding sessions, and workshops. You can listen to vague requirements and translate them on the fly into technical concepts, creating live apps in real-time.\\n\\n- Production Engineering: You can read and write code (JavaScript, Python, or similar). You understand APIs, databases, CI/CD pipelines, and modern cloud architecture.\\n\\n- Pod Mentality: You thrive in a high-accountability POD structure.\\n\\n- Military Experience: Relevant military experience with technology is counted as background and experience.\\n\\n- Comfort with up to 25% travel (expect 30%+).\\n\\n## Nice to have:\\n\\n- Experience with AI-powered dev tools (Cursor, Windsurf, Lovable, Claude Code, Zapier etc.)\\n\\n- Understanding of AI Evaluation patterns (Evals) and Context Management (RAG, System Prompts).\\n\\n- Background in DevOps, cloud infrastructure (AWS/GCP/Azure), or SRE.\\n\\n## Tools + Tech Stack for this role:\\n\\n- Replit\\n\\n- HubSpot CRM\\n\\n- SSO/SAML/SCIM identity systems\\n\\n- Cloud platforms (AWS, GCP, Azure)\\n\\n- Slack\\n\\n- Claude\\n\\n- ChatGPT\\n\\n- Gemini\\n\\n- Notion\\n\\n- Superhuman\\n\\n- ZoomInfo\\n\\n- Hex\\n\\n## This role may _not_ be a fit if:\\n\\n- You haven't had your "Replit Moment". You didn't explore the product on your own, get mind-blown by the speed of creation, and immediately start showing your apps to friends and family.\\n\\n- You are uncomfortable building functional apps on the fly in front of executives or need a script to demonstrate value.\\n\\n- You prefer reactive troubleshooting over proactively identifying architectural blockers and owning the technical strategy.\\n\\n- You struggle to debug code, configure SSO, or understand cloud infrastructure without significant hand-holding.\\n\\n- You aren't obsessed with how Agents are rewriting the SDLC, and you don't use AI tools to build in your own spare time.\\n\\n- You struggle in ambiguous, high-growth environments where you often have to build the tool or process required to solve the problem.\\n\\n- You're not comfortable with significant travel (up to 30%+) for customer meetings and on-site engagements\\n\\n- You prefer transactional interactions over building deep, multi-year customer relationships\\n\\n_This is a full-time role based in San Francisco Bay Area, New York City, or Remote (US-based). Travel up to 25% required (expect 30%+). 2-week onsite onboarding in Foster City, CA required._\\n\\n## Full-Time Employee Benefits Include:\\n\\n💰 Competitive Salary & Equity\\n\\n💹 401(k) Program with a 4% match\\n\\n⚕️ Health, Dental, Vision and Life Insurance\\n\\n🩼 Short Term and Long Term Disability\\n\\n🚼 Paid Parental, Medical, Caregiver Leave\\n\\n🚗 Commuter Benefits\\n\\n📱 Monthly Wellness Stipend\\n\\n🧑💻 Autonomous Work Environment\\n\\n🖥 In Office Set-Up Reimbursement\\n\\n🏝 Flexible Time Off (FTO) + Holidays\\n\\n🚀 Quarterly Team Gatherings\\n\\n☕ In Office Amenities\\n\\n## Want to learn more about what we are up to?\\n\\n- [Meet the Replit Agent](https://www.youtube.com/watch?v=IYiVPrxY8-Y)\\n\\n- [Replit: Make an app for that](https://www.youtube.com/watch?v=4zd9hzngFwY)\\n\\n- [Replit Blog](https://blog.replit.com/)\\n\\n- [Amjad TED Talk](https://youtu.be/kCudFI4tcpg?si=l4ViCejV_f2RZkDi)\\n\\n## Interviewing + Culture at Replit\\n\\n- [Operating Principles](https://blog.replit.com/operating-principles)\\n\\n- [Reasons not to work at Replit](https://blog.replit.com/reasons-not-to-join-replit)\\n\\nTo achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. We welcome your unique perspective and experiences in shaping this product. We encourage people from all kinds of backgrounds and experiences to apply.\\n\\n
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You enable technical and non-technical teams by running training sessions and workshops that establish enterprise workflows with Replit.\\n\\n- Design Systems: You build Design Systems and starter templates tailored to the customer’s stack to accelerate their internal development time.\\n\\n- Drive Viral Growth: You build trust with key technical stakeholders, proactively running enablement sessions to keep teams building. You act as the spark for viral growth within the account.\\n\\n- Source & Qualify Expansion: Work with Account Managers to proactively identify new teams, new use cases, and new projects. 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Travel up to 25% required (expect 30%+). 2-week onsite onboarding in Foster City, CA required._\\n\\n## Full-Time Employee Benefits Include:\\n\\n💰 Competitive Salary & Equity\\n\\n💹 401(k) Program with a 4% match\\n\\n⚕️ Health, Dental, Vision and Life Insurance\\n\\n🩼 Short Term and Long Term Disability\\n\\n🚼 Paid Parental, Medical, Caregiver Leave\\n\\n🚗 Commuter Benefits\\n\\n📱 Monthly Wellness Stipend\\n\\n🧑💻 Autonomous Work Environment\\n\\n🖥 In Office Set-Up Reimbursement\\n\\n🏝 Flexible Time Off (FTO) + Holidays\\n\\n🚀 Quarterly Team Gatherings\\n\\n☕ In Office Amenities\\n\\nWant to learn more about what we are up to?\\n\\n- [Meet the Replit Agent](https://www.youtube.com/watch?v=IYiVPrxY8-Y)\\n\\n- [Replit: Make an app for that](https://www.youtube.com/watch?v=4zd9hzngFwY)\\n\\n- [Replit Blog](https://blog.replit.com/)\\n\\n- [Amjad TED Talk](https://youtu.be/kCudFI4tcpg?si=l4ViCejV_f2RZkDi)\\n\\nInterviewing + Culture at Replit\\n\\n- [Operating Principles](https://blog.replit.com/operating-principles)\\n\\n- [Reasons not to work at Replit](https://blog.replit.com/reasons-not-to-join-replit)\\n\\nTo achieve our mission of making programming more accessible around the world, we need our team to be representative of the world. 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