Senior Business Development Manager - Ukraine (R5043)
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Senior Business Development Manager - Ukraine (R5043) at shieldai: Kyiv, Україна; На місці; Продажі та розвиток бізнесу. JobGrid adds normalized role facts, source context, and a path to the employer application page so candidates can compare the listing before applying.
- Location and workplace: Kyiv, Україна, На місці
- Role classification: Продажі та розвиток бізнесу
- Source freshness: checked by JobGrid on 2026-05-30.
- Application path: candidates continue to the employer application page with non-personal referral tags.
Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Ukraine, with a primary focus on defense and government customers.
Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems.
This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies.
What you'll do:
- 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 rigour (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
Required Qualifications
- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar)
- Proven track record of owning and closing deals, particularly within European government or defence markets
- Deep understanding of defence 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
Preferred Qualifications
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions
- Prior military experience a plus
- Established relationships within defense, government, or aerospace customer sets
- Experience working with Large Systems Integrators (LSIs) and strategic partners
- Ability to travel as needed for customer engagements and industry events
- Active or eligibility for security clearance
- MBA or equivalent graduate degree