About the Role
Shield AI is seeking a driven and mission-focused Territory Business Development Manager to lead growth initiatives across the United States Marine Corps (USMC) enterprise. In this high-stakes role, you will be responsible for delivering world-class autonomous systems that solve real-world operational challenges for the modern warfighter. You will own the USMC pipeline and bookings targets for Shield AIs autonomy software and unmanned systems portfolio, including the V-BAT and X-BAT aircraft and the Hivemind Vision product lines. This is a quota-carrying position designed for a high-energy seller who thrives in complex defense sales environments and is motivated by the opportunity to transition cutting-edge technology into the hands of service members.
Key ResponsibilitiesAs the primary owner of the USMC territory, you will execute a comprehensive go-to-market strategy to drive pipeline creation and opportunity advancement. Your core duties include:
- Owning and executing the USMC revenue strategy, maintaining full accountability for pipeline health, forecast accuracy, and closed bookings.
- Identifying, shaping, and pursuing new opportunities across USMC program offices, operational units, and modernization initiatives.
- Leading the full sales cycle from initial engagement through contract award, ensuring the conversion of operational needs into funded procurement programs.
- Developing and maintaining trusted relationships with USMC program managers, operational leaders, and senior acquisition stakeholders.
- Partnering closely with internal growth advisors and former military leaders to leverage strategic insights and gain senior-level access across the USMC ecosystem.
- Coordinating cross-functional teams, including engineering, product management, and capture resources, to support complex deal execution.
- Operating with extreme urgency to accelerate the transition of Shield AI capabilities from initial evaluation to official Programs of Record.
- Driving the adoption of fielded capabilities that provide immediate and tangible operational value to USMC customers worldwide.
To excel in this role, you must possess a deep understanding of the defense landscape and a proven track record of closing complex deals. Required qualifications include:
- A Bachelors degree and significant professional experience in defense sales, business development, or military operations.
- Demonstrated success in independently building a sales pipeline and closing high-value deals within the Department of Defense (DoD) ecosystem.
- Extensive experience working directly with USMC customers, program offices, or specific operational units.
- A robust understanding of military operations and familiarity with federal procurement processes, including the FAR and OTA frameworks.
- Exceptional communication skills, with the ability to translate technical specifications into solution-driven value propositions for operational stakeholders.
- The ability to manage multiple complex opportunities simultaneously while navigating long and rigorous sales cycles.
- The ability to obtain and maintain a TS/SCI Clearance; an active Secret or Top Secret clearance is highly preferred.
- Willingness to travel up to 50% of the time to USMC installations, program offices, and Shield AI facilities.
Shield AI provides a competitive and comprehensive compensation package designed to reward high performance and mission dedication:
- Highly competitive base salary ranging from $270,000 to $400,000 per year, commensurate with experience and location.
- Participation in a performance-based bonus structure and equity ownership opportunities.
- Comprehensive medical, dental, and vision insurance plans.
- Flexible work environment with remote capabilities and a mission-driven company culture.
- Opportunity to work at the forefront of AI and autonomous technology in a fast-growing, venture-backed organization.
- Commitment to professional growth and career advancement within a global technology leader.