Territory Business Development Manager, Army (R4796)

What you'll do:

Own and execute the U.S. Army go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
Carry full accountability for the Army revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
Identify, shape, and pursue new opportunities across Army program offices, operational units, and modernization initiatives.
Build and maintain a qualified pipeline of Army opportunities from early engagement through contract award.
Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving Army quota targets.
Work directly with Army stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.
Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to procurement.
Develop trusted relationships with Army program managers, operational leaders, and acquisition stakeholders.
Partner with Shield AI growth advisors who provide Army domain expertise, acquisition insight, and senior level access.
Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution.
Lead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts.
Maintain accurate pipeline forecasting and revenue projections.
Drive adoption of fielded capabilities that deliver immediate operational value to Army customers. 

Required qualifications:

Bachelor’s degree and experience in defense sales, business development, or military operations.
Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
Experience working with U.S. Army customers, program offices, or operational units.
Strong understanding of military operations and familiarity with Department of Defense procurement processes.
Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
Strong communication and relationship building skills with both technical and operational stakeholders.
Ability to translate operational needs into solution driven sales opportunities. =
Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred.
Located near major Army commands (ie. DC, FT. Benning, Ft. Bragg, etc.) with travel up to 50% of the time to additional Army installations and program offices.   

Preferred qualifications:

Military experience within the U.S. Army.
Experience selling advanced technology, autonomy, robotics, or unmanned systems.
Familiarity with Army modernization priorities and operational concepts.
Experience working within or alongside Army program offices or acquisition organizations.