Business Development Manager (USMC)
About Shield AI:
Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide. Learn more at www.shield.ai.
About the Role:
Shield AI is seeking a driven and mission-focused Business Development Manager to drive growth across the United States Marine Corps (USMC) enterprise by delivering autonomous systems that solve real operational challenges for the warfighter. This quota-carrying role owns the USMC pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with USMC stakeholders and internal teams to convert operational needs into funded procurement.
The ideal candidate is a high-energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability. You will partner closely with Shield AI’s growth team, which includes former senior military leaders providing strategic insight, acquisition expertise, and access across the USMC ecosystem.
What you'll do:
- Own and execute the USMC go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
- Carry full accountability for the USMC revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
- Identify, shape, and pursue new opportunities across USMC program offices, operational units, and modernization initiatives.
- Build and maintain a qualified pipeline of USMC opportunities from early engagement through contract award.
- Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving USMC quota targets.
- Work directly with USMC stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.
- Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to program of record.
- Develop trusted relationships with USMC program managers, operational leaders, and acquisition stakeholders.
- Partner with Shield AI growth advisors who provide USMC domain expertise, acquisition insight, and senior level access.
- Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution.
- Lead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts.
- Maintain accurate pipeline forecasting and revenue projections.
- Drive adoption of fielded capabilities that deliver immediate operational value to USMC customers.
Required qualifications:
- Bachelor’s degree and experience in defense sales, business development, or military operations.
- Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
- Experience working with USMC customers, program offices, or operational units.
- Strong understanding of military operations and familiarity with Department of Defense procurement processes.
- Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
- Strong communication and relationship-building skills with both technical and operational stakeholders.
- Ability to translate operational needs into solution-driven sales opportunities.
- Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred.
- Located near major USMC commands with travel up to 50% of the time to additional USMC installations and program offices.
Compensation:
- $270,000 - $400,000 a year
- Pay within range listed + Bonus + Benefits + Equity (for full-time regular employees)
To Apply:
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