Senior Business Development Lead - Hivemind - Netherlands
At a glance
Senior Business Development role at Shield AI. Amsterdam · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Run Hivemind sales from initial pipeline creation through closing across your assigned Netherlands accounts
- Build pursuit plans by researching customer missions, budgets, and government acquisition routes
- Create proposals with BD Operations, Product, Engineering, and Solutions teams around customer requirements
- Shape positioning and competitive strategy for complex deals involving multiple defense and government stakeholders
- Keep qualification, forecasting, CRM records, and leadership updates accurate throughout each opportunity
What you bring
- At least ten years in business development, sales, or capture for technically complex sectors such as AI/ML, autonomy, SaaS, or aerospace defense
- A record of closing deals in European government or defense markets, including full ownership of the sales process
- Working knowledge of defense acquisition and government procurement from start to finish
- Demonstrated success creating and delivering capture plans for complicated pursuits
- A bachelor’s degree, strong technical credibility, and clear communication, negotiation, and stakeholder skills
Who this fits
This role suits a senior, customer-focused seller who can discuss technical solutions with Engineering, Product, and operational stakeholders while navigating defense procurement. You’ll work onsite in Amsterdam and travel as needed for customer meetings and industry events. Experience with autonomy, AI/ML, unmanned systems, large systems integrators, or strategic partners is useful, as are defense relationships and security-clearance eligibility.
From the employer
Job Description:
Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across the Netherlands, with a primary focus on defense and government customers.
This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes.
The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defence acquisition processes, and a proven track record of winning and expanding strategic accounts.
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
Measures of success (First 6–12 Months):
- Strong pipeline generation and progression within assigned accounts and territories
- Successful execution of capture strategies resulting in qualified opportunities and wins
- Improved deal velocity and win rates through disciplined qualification and positioning
- Establishment of trusted relationships with key customer stakeholders and partners
- Consistent, accurate forecasting and high-quality CRM and pipeline hygiene
- Meaningful contribution to revenue growth across the Hivemind business
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
- Bachelor’s degree required
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.
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