Sr. Staff BD Account Executive - Autonomy Specialist, Japan (R5096)
At a glance
Senior Account Executive role at Shield AI. Remote, Japan · internship.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Run Hivemind opportunities from initial pipeline creation through closing across assigned accounts and territories
- Shape priority pursuits by researching customer missions, budgets, and government acquisition routes
- Build relationships with Japanese defense and government decision-makers, program offices, and influencers
- Lead proposals and align Hivemind’s technical value with customer requirements alongside internal teams
- Maintain disciplined qualification, forecasting, CRM records, and deal strategy while communicating risks and milestones
What you bring
- Bring ten or more years in business development, sales, or capture for technically complex fields such as AI/ML, autonomy, SaaS, or defense
- Show a record of closing business with Japanese government or defense customers
- Understand defense acquisition and government procurement from opportunity development through contracting
- Hold a bachelor’s degree and communicate fluently in English and Japanese
- Engage credibly with engineering, product, and operational stakeholders on technical solutions
Who this fits
This suits a senior seller who can navigate Japanese defense and government buying processes while shaping and closing complex opportunities. You’ll work across Asia with primary responsibility for Japan, represent the role at customer and industry events, and travel as needed. The position is remote in Tokyo and requires fluent English and Japanese.
From the employer
Job Description:
Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across Asia, with a primary focus on Japanese 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 defense 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 rigor (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 APAC 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/defense, or similar)
- Proven track record of owning and closing deals, particularly within Japanese government or defense markets
- Deep understanding of defense 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
- Fluent in: English, Japanese
Preferred qualifications:
- Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus
- Prior military experience
- 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
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