Sr. Staff BD Account Executive - Autonomy Specialist, Japan (R5096)
The posting
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 .
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
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- 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)
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- 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
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- 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
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- 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
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.
Taken from Shield AI's own posting, last seen live on 3 Nov 2026.
The application
Your details and CV, then 25 questions (10 written).
- 1.OtherShort answer · optional
- 2.Are you local to or willing to relocate?Yes or no
- 3.What office(s) would you be willing to relocate to? (Select all that apply)Pick any (7 options) · optional
- 4.If you selected international, what location(s)?Written answer · optional
- 5.Please select all languages that you are at minimum business conversational or fluent inPick one (8 options)
- 6.Shield AI provides technology, services, and support to the United States military and allied forces with their various missions. If selected for employment with Shield AI, your contributions will directly relate to and/or support these misPick one: Yes · No · Other
- 7.(Optional) If you selected other or would like to expand on the above, feel free to do so below:Written answer · optional
- 8.This position may require access to information and technology that is subject to export controls, such as EAR. Are you any of the following?Pick one: A United States Citizen · A lawful permanent resident of the United States (i.e. Greencard holder) · A protected individual · Other
- 9.If you selected "A protected Individual" OR "Other" to the above question, please explain further.Written answer · optional
- 10.Are you a transitioning service member?Yes or no
- 11.If yes, what partnership program are you working with?Pick one: Hiring our Heroes · NextOp · Skillbridge general (no program) · optional
- 12.If other, please provide further detailsWritten answer · optional
- 13.When are you available to start your fellowship?Written answer · optional
- 14.When are you available for full time work?Written answer · optional
- 15.What full time job(s) are you applying for?Written answer
- 16.What languages are you fluent in?Pick one (8 options) · optional
- 17.RelocationYes or no
- 18.Office(s) to Relocate ToPick any (7 options) · optional
- 19.What location to relocate to (If International)Written answer · optional
- 20.If "Industry Conference" or "Other," please provide more details:Short answer · optional
- 21.Student Group/Club MembershipPick any (9 options) · optional
- 22.If you selected Other above, please specify below:Short answer · optional
- 23.Technical Accomplishments - School/InternshipsWritten answer · optional
- 24.ValuesWritten answer · optional
- 25.Preferred Work LocationPick any: San Diego, CA · San Mateo, CA · Frisco, TX · Arlington, VA · Seattle, WA
From Shield AI's apply page, checked 31 Oct 2026.
About Shield AI
Hivemind autonomy software and V-BAT and X-BAT aircraft, sold to militaries and government agencies.
Pay schedule: Full-time US staff are offered salary, a bonus, benefits and equity; international hires get a rewards package set by their country office.
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