Senior Director, BD – Simulation (R4883)

What you'll do:

Own bookings performance and be accountable for achieving—and exceeding—Simulation Team bookings goals, ensuring sufficient qualified pipeline coverage to consistently hit target 
Lead, develop, and grow the Simulation sales team—talent, roles, coverage, and capacity—establishing a high-performance culture with strong coaching and clear accountability 
Drive post-acquisition integration of people, processes, systems, and GTM strategy into Shield AI 
Own the GTM plan for Simulation (segmentation, ICP, account/territory strategy, pipeline generation, competitive positioning) and spearhead opening new markets across the U.S. and globally 
Identify and execute cross-sell and bundling opportunities across Simulation, Hivemind, and broader Shield AI offerings 
Establish operating rigor and predictability (forecasting, deal reviews, MBRs/QBRs, dashboards, KPIs/OKRs) and standardize sales processes (qualification, CRM hygiene, deal stages, governance) for repeatable performance 
Personally lead key pursuits and executive engagements in complex, multi-stakeholder deals; build deep relationships with the Department of War (DoW) and the Public Sector 
Work large program business with Systems Integrators and Prime/OEMs; expand strategic partner relationships to enable partner-led growth in simulation, training, and visualization programs 
Partner with Product, Engineering, Marketing, and Customer Engagement to inform roadmap, drive demand generation, and shape Shield AI’s integrated platform GTM strategy 

Measures of success (First 6-12 months):

Achievement of Simulation Team bookings goals with sufficient qualified pipeline coverage to consistently hit target 
Successful integration of the Simulation sales team into Shield AI’s operating model, systems, and culture 
Improved forecast accuracy, pipeline hygiene, win rates, and deal velocity through standardized, repeatable sales motions 
Spearhead cross-sell revenue initiatives with Shield AI products 
Stronger territory/account/coverage strategy across U.S. and entry to global markets, including the partner ecosystem

Required qualifications:

10+ years in defense technology, modeling & simulation, or AI autonomy 
10+ years of B2B sales experience in technically complex domains (simulation, visualization, AI/ML, autonomy, SaaS, aerospace/defense, or similar), including 5+ years of senior sales leadership through transformation, integration, or scaling phases 
Proven record of building and scaling GTM/revenue organizations, including integrating or scaling acquired sales teams and driving consistent revenue growth 
Strong Department of War (DoW) and Public Sector experience, with the ability to navigate complex government acquisition environments 
Demonstrated experience working large program business with Systems Integrators and Prime/OEMs 
Technical sales leader with strong credibility across engineering, product, and operational stakeholders 
Deep GTM fundamentals (segmentation, coverage, pipeline strategy, positioning) and proven ability to sell complex, multi-product/platform solutions 
Excellent executive communication and cross-functional leadership 
Bachelor’s degree required 

Preferred qualifications:

Experience in modeling & simulation, synthetic environments, visualization platforms, training systems, or digital battlefield environments 
Experience driving post-M&A integration and GTM unification 
Familiarity with autonomy commercialization and complex solution selling