Territory Business Development Manager USMC
Shield AI
Description
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 AIâs technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube.
Job Description:
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 role owns the USMC pipeline and bookings target across Shield AIâs 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. This is a quota-carrying role with significant upside tied directly to USMC revenue growth.
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.
This role partners closely with Shield AIâs growth team which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the USMC ecosystem. While the growth team supports market strategy and introductions, the Business Development Manager owns opportunity execution and revenue outcomes.
This role is ideal for individuals who thrive in high ownership environments and are motivated by building new markets and closing complex deals.
\n- Own and execute the USMC go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AIâs 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.
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