Founded in 2015, 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 and V-BAT and X-BAT aircraft. 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 high-performing Senior Business Development Lead to drive growth for Hivemind Autonomy across the Nordics, with a primary focus on defense and government customers. Hivemind is Shield AI’s AI-powered autonomy software platform that enables intelligent aircraft, drones, and robotic systems to operate autonomously in complex and contested environments. It provides mission autonomy capabilities including navigation, teaming, decision-making, and autonomous mission execution across crewed and uncrewed systems. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. What you'll do: - 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 rigour (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 Required Qualifications: - 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defence, or similar) - Proven track record of owning and closing deals, particularly within European government or defence markets - Deep understanding of defence 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 Preferred Qualifications - Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions - Prior military experience a plus - 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.

• Sales Target: Independently achieve a target through proactive business development and sales strategies. • Product Demonstration and Training: Conduct effective product demonstrations and training sessions to showcase the value of our software solutions to potential clients. • Lead Generation: Generate Sales Qualified Leads (SQLs) through targeted outreach, networking, and other lead generation activities. • Team Collaboration: Work collaboratively with internal teams to ensure a seamless transition from lead generation to deal closure. • CRM Management: Maintain accurate and up-to-date records in the Customer Relationship Management (CRM) system. • Market Knowledge: Stay informed about industry trends, competitors, and market conditions to identify new business opportunities.

• Travels a lot to meet with hotel managers, presenting Exely Solutions (approximately 70% of the work is face-to-face meetings with hoteliers); • Generates leads through cold calling, cold meetings, attending events and with the help of the marketing team; • Handles incoming leads and converts them into customers; • Building trusted relationships with hospitality professionals and attending events for hoteliers as a representative of Exely; • Provides market research to the management team; • Works diligently with CRM.

• Spearhead the growth & strategic direction of Commercial Contract Logistics, and Labor Solutions sales activity for the Americas & Canada. • Actively pursue valued business opportunities to qualify leads and customer needs, resulting in solution recommendation, market penetration, negotiation, and pricing. • Long-term goals include new business development, account revenue growth (domestic and international) and increasing account responsibility (array of products and level of relationship). • Will be a commercial business development expert. • Coordinates complete sales cycle process including prospect list initiation, lead generation, prospect qualification, analysis, pricing, proposal preparation and presentation(s), contract signing, start-up and customer service follow-up after the sale. • Challenge is to expand account base, increase revenues and improve profitability in different industry verticals. • Perform other office duties as assigned.