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Business Development & Sales Lead - UK

Shield AI· Growth Division – International Business Development / International Office Entity / Hybrid
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Hybrid (London)International Office EntityPosted 3mo ago

About the role

Shield AI seeks a Business Development Lead to drive growth for V-BAT ISR UAS & Hivemind Mission Autonomy in the UK, focusing on defence and government customers in time-sensitive and non-standard acquisition environments.

Responsibilities

  • Own and drive the full sales lifecycle for V-BAT ISR opportunities across assigned accounts and territories, from pipeline generation through close — with particular focus on accelerated and non-standard acquisition pathways
  • Identify, qualify, and prosecute urgent operational requirement (UOR) opportunities by leveraging deep knowledge of how end-user communities generate, validate, and fund time-critical capability needs
  • Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI's long-term strategic plan and the evolving ISR and mission autonomy requirements of UK and allied special operations forces
  • Build and maintain trusted relationships with key decision-makers, capability sponsors, programme offices, and influencers across the special mission and broader defence community
  • Identify and shape requirements at source — engaging with users, capability development functions, and acquisition intermediaries to position V-BAT before formal requirements are crystallised
  • Recognise and surface Hivemind mission autonomy opportunities that emerge through V-BAT customer engagement, and partner with the wider Shield AI BD team to progress them appropriately
  • 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 Shield AI's capability set effectively in complex, multi-stakeholder environments including those with restricted visibility
  • Partner with Product, Engineering, and Solutions teams to translate operational customer needs into compelling technical and mission-relevant solutions — spanning both V-BAT and Hivemind where relevant
  • Manage deal progression with rigour — qualification, deal strategy, forecasting accuracy, and CRM hygiene
  • Represent Shield AI at relevant industry events, exercises, and customer engagements to expand market presence and pipeline
  • Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

Qualifications

  • Substantive operational background in the UK special operations, special mission, or high-readiness environment with experience in roles that bridged operational requirement and capability development
  • Direct familiarity with how ISR capabilities are identified, trialled, acquired, and sustained in non-standard or time-sensitive procurement environments
  • Demonstrated experience in capability development, capability acquisition, or working closely with the functions that sponsor and manage them — programme sponsors, requirements owners, or acquisition support roles
  • Proven track record of transitioning from military service into a commercial role selling defence capability back into the special operations or broader MoD customer base
  • Deep understanding of UK defence acquisition processes, including formal procurement and accelerated or urgent pathways
  • Strong experience developing and executing capture strategies for complex, relationship-driven opportunities
  • Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders on UAS ISR performance, integration, and broader autonomous systems
  • Excellent communication, negotiation, and stakeholder management skills — particularly in environments where discretion and relationship trust are paramount
  • Self-motivated, results-oriented, and capable of operating with a high degree of autonomy in a fast-paced, mission-driven environment
  • Active SC clearance as a minimum; DV-cleared candidates or those with eligibility strongly preferred

Skills

Required:Sales lifecycle managementUOR opportunity identificationCapture strategyStakeholder managementProposal development
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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