# Senior Business Development Lead - Hivemind - Ukraine at Shield AI

Senior Business Development Lead - Hivemind - Ukraine at Shield AI in Kyiv. On-site. Posted May 18, 2026.

- Company: Shield AI
- Location: Kyiv
- Workplace: On-site
- Experience: 10+ years
- Posted: 2026-05-18
- Apply: https://jobs.lever.co/shieldai/138715af-5752-409b-afe7-611fb67f8992/apply
- Source: https://jobmagic.ai/jobs/senior-business-development-lead-hivemind-ukraine-shield-ai-wynp90

## Requirements

- 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

## Description

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. 
Shield AI is seeking a high-performing Senior Business Development Lead to drive growth for Hivemind Autonomy across 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

 
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.