Senior Business Development Manager at Shield AI

Canberra, Australian Capital Territory, Australia

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Defense, Aerospace, National SecurityIndustries

Requirements

Significant experience in business development, sales, or commercial strategy
Experience in defence, aerospace, autonomy, AI, or uncrewed systems
Demonstrated success closing deals within defence or complex government procurement cycles
Strong negotiation, relationship-building, and stakeholder management skills - at all levels of government and industry
Proven ability to collaborate across engineering, operations, BD, and product teams
Excellent written, verbal, and presentation skills; confident with executive audiences
Comfortable managing multiple pursuits in a fast-paced environment
Willingness to travel ~25% (Australia + New Zealand)
Based in, or willing to relocate to, Melbourne or Canberra
Knowledge of ADF/RNZDF operations and procurement approaches

Responsibilities

Execute go-to-market strategies for X-BAT, V-BAT, ViDAR, and Hivemind, focused on enterprise-level autonomy and scalable SaaS adoption
Lead and support major sales pursuits, differentiating Shield AI in competitive and regulated procurement environments
Engage with government and industry stakeholders to build long-term partnerships with defence and national security leaders
Provide actionable market intelligence to influence product development and strategic direction
Work cross-functionally with product, engineering, and operations to deliver solutions that solve real operational problems
Support proposal development, product demonstrations, and immersive customer engagements
Strengthen collaboration across the international Shield AI ecosystem
Contribute directly to annual sales targets and strategic growth objectives

Skills

Key technologies and capabilities for this role

Business DevelopmentGo-to-Market StrategySales PursuitsStakeholder EngagementMarket IntelligenceProposal DevelopmentProduct DemonstrationsDefence IndustryNational SecuritySaaSAutonomy Systems

Questions & Answers

Common questions about this position

What is the employment type for this Senior Business Development Manager role?

This is a full-time employee position.

Where is this role based, and is remote work an option?

The role requires being based in, or willing to relocate to, Melbourne or Canberra, with no mention of remote work options.

What key skills and experience are required for this position?

Candidates need significant experience in business development, sales, or commercial strategy, particularly in defence, aerospace, autonomy, AI, or uncrewed systems, plus demonstrated success closing deals in defence or government procurement, strong negotiation and stakeholder management skills, and knowledge of ADF/RNZDF operations.

What is the company culture like at Shield AI?

This information is not specified in the job description.

What makes a strong candidate for this Senior BDM role?

Ideal candidates are current or former ADF, national security, or defence industry professionals with operational insight, networks, leadership skills, existing Australian Security Clearance (NV1 or above), and prior ADF operational or leadership experience.

Shield AI

Develops AI and autonomous systems for defense

About Shield AI

Shield AI specializes in creating artificial intelligence and autonomous systems specifically for the defense industry. The company develops AI-powered systems, including autonomous drones, that assist military operations, especially in environments where GPS and communication may not be available. This technology allows for safer and more efficient defense operations. Shield AI differentiates itself from competitors by focusing on advanced AI capabilities and securing significant contracts with government and military clients, such as the multi-billion dollar EWAAC contract. The company's goal is to enhance operational capabilities and safety in military contexts, ultimately aiming to protect lives through its innovative solutions.

San Diego, CaliforniaHeadquarters

2015Year Founded

$772.8MTotal Funding

DEBTCompany Stage

AI & Machine Learning, DefenseIndustries

501-1,000Employees

Benefits

Medical Insurance Coverage

Long Term Disability Insurance

Health Care FSA and Dependent Care FSA

Employee Assistance Program

Subsidized Gym Membership

Pet Insurance

Competitive Compensation

Retirement Services

Life Insurance

Parental Leave

Bereavement Support

Flexible Work Hours

PTO

Paid Holidays

Commuter Benefits

Relaxed Dress Code

Yearly Swag Items

Unlimited Snacks

Bottomless Beverages

Annual Celebrations

Work From Home Benefits

Standing Desks and Widescreen Monitors

Risks

Increased competition from companies like Waymo could divert investment from Shield AI.

Geopolitical tensions may challenge the JSW Defence partnership for V-BAT production in India.

Dependency on Palantir's infrastructure may limit Shield AI's operational flexibility.

Differentiation

Shield AI's Hivemind is the first autonomous AI pilot deployed in combat since 2018.

Strategic partnerships with Palantir and JSW Defence enhance technological capabilities and market reach.

Shield AI's V-BAT drone is selected for a $198 million U.S. Coast Guard contract.

Upsides

Increased demand for autonomous systems in defense boosts Shield AI's market potential.

Successful multi-aircraft autonomous flight tests showcase advanced AI piloting capabilities.

Significant investment in robotics indicates a robust market for Shield AI's offerings.

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