Business Development & Sales Lead - UK

Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with autonomous ISR and mission autonomy capabilities.

What You'll Do:

• 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

Measures of Success (First 6–12 Months)

• Credible pipeline generation within the special mission and UOR-adjacent customer set, anchored on V-BAT ISR
• Successful identification and shaping of at least one urgent or accelerated acquisition opportunity
• Improved deal velocity and win rates through disciplined qualification and customer positioning
• Identification of at least one Hivemind-relevant opportunity through V-BAT customer engagement
• Establishment of trusted relationships with key customer stakeholders, capability development functions, and strategic partners
• Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
• Meaningful contribution to Shield AI revenue growth across the UK and European region

Required 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

Preferred qualifications:

• Prior commercial experience selling UAS, ISR, or autonomous systems — including AI-enabled mission systems — into UK defence or allied special operations customers
• Established relationships within the special operations or special mission community in a commercial capacity
• Familiarity with mission autonomy concepts and how AI-enabled systems are being considered within special operations and broader defence capability planning
• Experience engaging with Large Systems Integrators (LSIs) and strategic partners relevant to the UK UAS and autonomous systems market
• Familiarity with the broader UAS regulatory and airspace integration landscape in the UK and Europe
• Ability to travel as required for customer engagements and industry events
• Degree-level education or equivalent professional development

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.