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Sr. Staff BD Account Executive - Autonomy Specialist, Japan (R5096)

Shield AI· Growth Division – International Business Development / International EOR / Remote
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Hybrid (Tokyo)International EORPosted 4mo ago

About the role

Business Development / Account Executive to drive Hivemind Autonomy growth across Asia with a focus on Japanese defense and government customers; responsible for identifying, shaping, and closing complex opportunities, building relationships, and executing capture strategies.

Responsibilities

  • Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close)
  • Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan
  • Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways
  • Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers
  • Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions
  • Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments
  • Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions
  • Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene)
  • Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline
  • Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

Qualifications

  • 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar)
  • Proven track record of owning and closing deals, particularly within Japanese government or defense markets
  • Deep understanding of defense acquisition processes and government procurement lifecycle
  • Strong experience developing and executing capture strategies for complex opportunities
  • Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders
  • Excellent communication, negotiation, and stakeholder management skills
  • Self-motivated, results-oriented, and capable of operating in a fast-paced environment
  • Bachelor’s degree required
  • Fluent in: English, Japanese

Benefits

  • Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.
Last updated Oct 23, 2026. Interested? Apply on the company site.

About Shield AI

Autonomy for the world.

Our mission is to protect service members and civilians with intelligent systems.

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