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District Manager, LATAM

Shield AI· Growth Division – International Business Development
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Hybrid (Latin America)Full Time EmployeePosted 1mo ago

About the role

Senior, quota-carrying district leader responsible for LATAM go-to-market strategy, pipeline, bookings, forecasts, strategic accounts, and customer engagement for Shield AI’s autonomy software, unmanned aircraft systems, and simulation technologies across LATAM.

Responsibilities

  • Own and execute Shield AI’s LATAM go-to-market strategy, revenue plan, bookings target, pipeline health, forecast accuracy, and strategic-account performance.
  • Develop country and account plans for priority markets, including target customers, programs, acquisition pathways, partner strategy, competitive positioning, and revenue milestones.
  • Build executive relationships with military, government, acquisition, operational, aviation, and public-safety stakeholders.
  • Lead the full opportunity lifecycle, including account planning, customer discovery, requirements shaping, capture strategy, proposal development, negotiation, award, and expansion.
  • Build a qualified pipeline and prioritize internal resources, executive engagement, travel, and partner investment toward the highest-value opportunities.
  • Convert demonstrations, pilots, and evaluations into funded programs, fielded deployments, and follow-on business.
  • Lead cross-functional teams across product, engineering, program management, capture, contracts, finance, legal, and export compliance.
  • Develop and manage strategic channel partners, systems integrators, distributors, representatives, and industrial partners to improve market access and in-country execution.
  • Ensure disciplined CRM hygiene, forecasting, executive reporting, and compliance with applicable procurement, export-control, anti-corruption, and third-party requirements.
  • Represent Shield AI in senior customer meetings, demonstrations, industry events, and government working sessions across the region.

Qualifications

  • Bachelor’s degree required, with 12+ years of sales, business development, capture, or related experience in aerospace, defense, UAS, aviation, ISR, security technology, or comparable mission-focused technology markets.
  • 5+ years of commercial or business-development leadership experience, including a record of building and developing teams, partner networks, or regional organizations.
  • Demonstrated success delivering revenue growth in complex government, defense, aerospace, public-safety, border-security, or national-security markets.
  • Proven experience selling complex hardware, aviation platforms, integrated systems, autonomous capabilities, UAS, ISR solutions, or comparable mission systems with long sales cycles and multi-stakeholder buying processes.
  • Ability to independently build pipeline, shape requirements, lead capture and account strategy, negotiate complex agreements, and close high-value public-sector opportunities.
  • Extensive experience with LATAM government, defense, security, public-safety, aviation, or acquisition stakeholders, including knowledge of regional procurement processes, budget cycles, tenders, local partnership models, and long sales cycles.
  • Experience working with prime contractors, systems integrators, distributors, channel partners, and local industrial partners to support capture and delivery.
  • Strong knowledge of aviation and UAS concepts of operation, platform capabilities, customer missions, and competitive dynamics, particularly for Group 2–5 UAS, ISR, border security, maritime security, and expeditionary applications.
  • Strong executive communication, negotiation, forecasting, cross-functional leadership, and strategic account-planning skills.
  • Professional fluency in Spanish and English, with the ability to meet applicable export-control, travel, background-screening, customer-access, anti-corruption, and third-party compliance requirements.

Skills

Required:LATAM go-to-market strategySales leadershipStrategic account planning

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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