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. Job Description:At Shield AI, we’re redefining the battlespace with autonomy-enabled airpower. As part of our global expansion, we’re looking for a bold and visionary Director – CCAs, Middle East to lead strategic sales, customer engagement, and capture efforts for our Collaborative Combat Aircraft (CCA) initiatives across the region. This is a high-impact role at the cutting edge of aerospace and defense innovation. You’ll be on the front lines, driving adoption and revenue for Shield AI’s CCA technologies by engaging directly with top-tier defense stakeholders—military customers, industry primes, and government decision-makers. Your mission: position Shield AI as the go-to partner for next-generation air combat solutions in the Middle East.   You’ll bring a rare mix of defense sales expertise, technical credibility, and a deep understanding of air domain CONOPS and acquisition frameworks. From identifying new opportunities to closing complex deals and launching early-stage programs, you’ll own the entire business development lifecycle. What you'll do: - Drive Strategic Capture: Identify, shape, and capture high-value opportunities across Middle Eastern next-gen airpower programs relevant to CCAs and autonomy. - Drive Regional Sales Pipeline: Lead the full business development lifecycle for CCA-focused efforts, from customer engagement through proposal, negotiation, and contract award. - Engage Key Stakeholders: Build and maintain trusted relationships with Ministries of Defence, defense primes, integrators, and key partners. - Shape Requirements & CONOPS: Influence customer requirements and future CCA CONOPS to align with Shield AI’s product offerings. - Support Demonstrations & Campaigns: Lead Shield AI’s positioning and participation in regional flight demos, technical trials, and program pilots. - Coordinate Cross-Functionally: Collaborate closely with engineering, product, legal, and program teams to align technical solutions with customer needs and delivery requirements. - Inform Product Direction: Provide field intelligence to guide feature development, integration strategy, and roadmap priorities for Hivemind-enabled CCA solutions. Required qualifications: - 15+ years in a relevant air force occupation, bringing significant depth of understanding of relevant CONOPs and platform applications (preference for real-world operational experience flying tactical fighter aircraft with a strong technical background). - 3–5+ years of experience in defense acquisition, business development, sales, or strategy, ideally with a focus on air platforms or autonomy. - 5+ years of experience in region either operationally or from a defense business perspective - Strong track record of capturing and closing defense programs or tech insertions with relevant ministries of Defense or multinational frameworks. - Understanding of next-gen air combat trends, including CCAs, MUM-T, and AI-enabled CONOPS. - Ability to credibly represent technically complex products to both strategic and operational-level audiences. - Familiarity with key regional acquisition pathways. - Willingness to live in regional (preferably Abu Dhabi) and to travel extensively across the Middle East (30–50%). #LI-LD2 #LF 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.

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.