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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\nYour primary goal will be to drive growth and profitability by expanding Synopsys' customer base and increasing account penetration. You will strengthen Synopsys' presence in the German market through effective relationship-building and account management.
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