← All roles

Senior Director, Deal Strategy Execution (R6259)

Shield AI· Growth Division – Business Development
Apply on company site
Washington, DC$199k - $299kFull Time EmployeePosted 4d ago

About the role

Head of Deal Strategy and Execution (DSE) responsible for building and leading a strategic operating model to convert complex domestic and international opportunities into repeatable, executable transactions, combining products, services, and partnerships into viable deals.

Responsibilities

  • - Team charter and operating model: define engagement criteria, service levels, decision rights, approval thresholds, and escalation framework.
  • - Cross-functional deal governance: chair reviews with BD Ops, Sales, Product, Finance, Legal, Contracts, Delivery, and Partnerships.
  • - Strategic deal architecture: own deal strategy for priority pursuits including value hypothesis, configuration, commercial construct, pricing posture, terms, partner path, negotiation approach, and close plan.
  • - Modular deal catalog and packaging: build and maintain configurations, bundles, eligibility criteria, deployment assumptions, pricing guardrails, discounts, and handoffs across hardware, software, subscriptions, services, training, sustainment, integration.
  • - Deal plays and repeatability: create reusable plays, qualification tools, discovery guides, value narratives, proposal modules, negotiation guidance, and win-wire content.
  • - Exception governance: manage pricing, terms, and delivery exceptions with clear thresholds and fast escalation.
  • - Measurement and continuous improvement: track cycle time, deal velocity, win rate, gross margin, exception volume, reuse rate, and delivery outcomes; lead postmortems.
  • - Team leadership and role boundaries: oversee Regional Deal Strategists, Business Proposals team, and Architecture and Packaging function; clarify ownership boundaries.
  • - Enablement and incentives: collaborate with GTM Enablement Lead and Rev Ops/Business Ops on trainings and SPIFFs.

Qualifications

  • - 10+ years in revenue, commercial, or deal/sales leadership roles in B2B technology with experience structuring complex, mixed software/hardware transactions.
  • - Proven track record building or leading a deal desk, deal strategy, or commercial structuring function.
  • - Strong familiarity with international government contracting, international sales, and partner-led motions; comfort with export considerations and long cycles.
  • - Defense, dual-use, or public-sector exposure preferred.
  • - Experience hiring and developing high-performing teams of strategists/proposal professionals.

Skills

Required:Deal architectureCross-functional orchestrationNegotiation craftExecutive communicationStandardization

Benefits

  • Pay within range listed + Bonus + Benefits + Equity
  • Temporary benefits package after 60 days (for temporary employees)
  • Equal opportunity employer benefits and accommodation disclosure as described
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.

AerospaceAutonomyDefenseliquid-ai-recruiting-targetsetter-30setter-30-2026-q1
Company profileWebsite

More open roles at Shield AI