Business Development Lead - Ukraine

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 Business Development Lead - Ukraine to drive strategic defence market expansion and capture activities. This individual will lead customer engagement efforts, shape and capture new business opportunities, and strengthen Shield AI’s position across government, military, and industrial stakeholders.

As a key member of the international growth team, the Capture Manager will represent Shield AI’s autonomy and aircraft portfolio, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities, and Hivemind autonomy software across customer engagements, operational demonstrations, strategic partnerships, and competitive pursuits.

This role combines strategic capture management, defence business development, customer engagement, and district growth initiatives. The ideal candidate is a highly motivated and mission-driven professional with deep knowledge of defence acquisition environments, strong district relationships, and the ability to operate independently in a fast-paced and high-growth environment.
The Capture Manager will play a critical role in identifying and shaping opportunities, building sales pipeline, and support executing those to drive long-term growth and operational impact for Shield AI across the district.

What You’ll Do

• Lead district capture and business development activities across assigned defence and government markets.
• Develop and execute capture strategies to position Shield AI for competitive advantage and contract awards.
• Build and maintain trusted relationships with military, government, industry, and strategic partner stakeholders.
• Represent Shield AI at trade shows, defence exhibitions, operational demonstrations, and industry engagements.
• Present and communicate Shield AI’s product portfolio, operational capabilities, and mission value to customers and partners.
• Coordinate and execute customer demonstrations, evaluations, and operational engagements.
• Identify and grow new business opportunities aligned with regional growth objectives.
• Work cross-functionally to support customer needs and regional growth efforts.
• Provide market intelligence, customer feedback, and competitive insights to internal stakeholders.
• Support long-term strategic planning and regional growth initiatives.
• Support maintaining accurate opportunity tracking, forecasting, and CRM reporting.

Required Qualifications

• Typically requires 8+ years of experience in defence, military operations, business development, capture management, or international government relations.
• Strong understanding of defence acquisition processes, military procurement, and operational customer environments.
• Demonstrated experience building trusted relationships across government, military, and industry stakeholders.
• Exceptional communicator: strong written, verbal, and presentation skills, with the ability to engage seamlessly across different audiences.
• Proven ability to operate independently while managing multiple priorities and deadlines.
• Self-motivated, highly accountable, and results-oriented professional with a strong sense of ownership.
• Technical aptitude and ability to understand and communicate advanced UAV, autonomy, AI, ISR, or defence technology concepts.
• Willingness and ability to travel internationally on a frequent basis.
• Collaborative team player capable of operating effectively in high-performance environments.
• Based within the region, or willing to relocate to a strategic location within the assigned territory.
• Fluency in regional languages relevant to the assigned market.
• Bachelor degree or relevant military education preferred.
• Influential authority with the ability to motivate and inspire others while conveying Shield AI’s mission, technology, and products.
  

Preferred Qualifications

• Prior business development, capture, or defence market experience within the assigned district or allied defence markets.
• Experience supporting defence captures, multinational procurement programs, Foreign Military Sales (FMS), or government acquisition activities.
• Prior experience with UAV, autonomy, ISR, AI-enabled systems, or defence technology platforms.
• Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry stakeholders.
• Understanding of military operational scenarios, defence systems, and procurement environments.
• Experience developing industrial participation, offset, or strategic partnership initiatives.
• Strong analytical, strategic planning, and competitive positioning capabilities.
• Demonstrated success operating in high-growth, fast-paced, and internationally distributed environments.
• Master’s degree in a relevant field.

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.