Sr. Staff BD Account Executive – Autonomy Specialist (Japan)

About the role

Shield AI is looking for a high‑performing Business Development / Account Executive to grow its Hivemind Autonomy portfolio across Asia, focusing on Japanese defence and government customers.

Key responsibilities

• Own and drive the full sales lifecycle for Hivemind opportunities, from pipeline generation to close.
• Develop and execute territory and capture strategies aligned with Shield AI’s long‑term plan.
• Identify, qualify and shape new business opportunities by understanding customer missions, budgets and acquisition pathways.
• Build and maintain strong relationships with key decision‑makers, program offices and influencers in defence and government.
• Lead proposal development together with BD Operations and cross‑functional teams.
• Conduct competitive analysis and position Hivemind effectively in complex, multi‑stakeholder environments.
• Partner with Product, Engineering and Solutions teams to translate customer needs into technical solutions.
• Manage deal progression with rigorous qualification, forecasting and CRM hygiene.
• Represent Shield AI at industry events, conferences and customer engagements to expand market presence.
• Communicate pipeline status, risks and milestones to internal stakeholders and leadership.

Required profile

• 10–15+ years of business development, sales or capture experience in technically complex domains such as AI/ML, autonomy, SaaS or aerospace/defence.
• Proven track record of owning and closing deals within Japanese government or defence markets.
• Deep understanding of defence acquisition processes and government procurement lifecycles.
• Strong experience developing and executing capture strategies for complex opportunities.
• Technical aptitude to engage credibly with engineering, product and operational stakeholders.
• Excellent communication, negotiation and stakeholder‑management skills.
• Self‑motivated, results‑oriented and able to thrive in a fast‑paced environment.
• Bachelor’s degree required.
• Fluent in English and Japanese.