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Shield AI
Shield AI

Business Development Manager - Nordics

Norway
Full-Time
On-site

TLDR

Lead X-BAT capture across European airpower programs, shaping CCA requirements and closing complex defense deals with ministries, primes, and NATO bodies.

Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube. 

At Shield AI, we’re redefining the battlespace with autonomy-enabled airpower. As part of our global expansion, we’re looking for a bold and visionary Director of Business Development to lead strategic sales, customer engagement, and capture efforts for our X-BAT initiatives across the region.

This is a high-impact role at the cutting edge of aerospace and defense innovation. You’ll be on the front lines, driving adoption and revenue for Shield AI’s X-BAT by engaging directly with top-tier defense stakeholders—military customers, industry primes, and government decision-makers. Your mission: position Shield AI as the go-to partner for next-generation air combat solutions in Europe.

You’ll bring a rare mix of defense sales expertise, technical credibility, and a deep understanding of air domain CONOPS and acquisition frameworks. From identifying new opportunities to closing complex deals and launching early-stage programs, you’ll own the entire business development lifecycle.

What you'll do:

  • Drive Strategic Capture: Identify, shape, and capture high-value opportunities across European next-gen airpower programs relevant to CCAs and autonomy.
  • Own Regional Sales Pipeline: Lead the full business development lifecycle for X-BAT focused efforts, from customer engagement through proposal, negotiation, and contract award.
  • Engage Key Stakeholders: Build and maintain trusted relationships with Ministries of Defence, defense primes, integrators, and NATO-related bodies.
  • Shape Requirements & CONOPS: Influence customer requirements and future CCA CONOPS to align with Shield AI’s product offerings.
  • Support Demonstrations & Campaigns: Lead Shield AI’s positioning and participation in regional flight demos, technical trials, and program pilots.
  • Coordinate Cross-Functionally: Collaborate closely with engineering, product, legal, and program teams to align technical solutions with customer needs and delivery requirements.
  • Inform Product Direction: Provide field intelligence to guide feature development, integration strategy, and roadmap priorities for Hivemind-enabled CCA solutions.

    • Required qualifications:

  • 15+ years in a relevant air force occupation, bringing understanding of relevant CONOPs and platform applications.
  • 8–10+ years of experience in defense acquisition, business development, sales, or strategy, ideally with a focus on air platforms or autonomy.
  • Strong track record of capturing and closing defense programs or tech insertions with European ministries of defence or multinational frameworks.
  • Understanding of next-gen air combat trends, including CCAs, MUM-T, and AI-enabled CONOPS.
  • Ability to credibly represent technically complex products to both strategic and operational-level audiences.
  • Familiarity with key European defense programs (e.g., FCAS/SCAF, Tempest/GCAP, Eurodrone) and regional acquisition pathways.
  • Willingness to travel extensively across Europe (30%).

    • 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.

    Benefits

    Total rewards package

    Our international teammates receive a comprehensive total rewards package aligned to your country office location.

    Shield AI
    Shield AI

    Shield AI builds advanced AI-powered autonomy systems for military and defense applications, enabling mission-critical operations in contested environments. Our platform, Hivemind, supports developers and operators with robust tools for quick adaptation and deployment, ensuring superior situational awareness and operational efficiency. With unique solutions like the AI-piloted X-BAT and ViDAR surveillance system, we are transforming how defense technology meets real-world challenges.

    Founded
    Founded 2015
    Employees
    51-200 employees
    Industry
    Internet Software & Services
    View company profile
    Business Development Manager