Role Description As an SDR Manager, Outbound, you lead the team responsible for fueling First Due's pipeline through proactive prospecting. You manage SDRs focused on outbound execution across target accounts, territories, and Account Executive regions. Your job is to make sure the team is doing the right work, at the right volume, with the right quality. - Lead outbound prospecting execution: - Manage SDRs responsible for running multi-touch outbound sequences across cold call, cold email, LinkedIn, and other approved channels against defined target account lists. - Coach the team to create qualified pipeline: - Ensure SDRs book meetings that are well-researched, properly qualified, and aligned to AE strategy. A meeting only counts if the AE inherits a real opportunity. - Manage weekly SDR performance: - Hold the team accountable to outbound activity, account coverage, sequence execution, follow-up discipline, meetings booked, AE acceptance, SQL conversion, and pipeline contribution. - Coach cold-calling and messaging: - Conduct regular 1:1s, call reviews, sequence reviews, and pipeline reviews to improve phone confidence, objection handling, written outreach, personalization, discovery, and qualification. - Partner with AEs on territory plans: - Co-own target account strategy with Account Executives, align SDR outreach to regional priorities, share account intelligence, and ensure clean handoffs. - Build the account view: - Coach SDRs to use tools like ZoomInfo, Gong Engage, Starbridge, Pursuit, Salesforce, and HubSpot to identify strong-fit agencies, map buying committees, surface trigger events, and personalize outreach. - Maintain CRM and process discipline: - Ensure activity, account notes, lead statuses, meeting context, and opportunity handoff details are current in Salesforce, with HubSpot used consistently for sequencing and engagement tracking. - Report on outbound performance: - Track team KPIs including outbound activity, connect rates, reply rates, meetings booked, AE acceptance, SQL conversion, pipeline generated, and account penetration. - Know the market: - Help the team maintain a working understanding of the Fire and EMS landscape, including incumbents, funding sources, buying cycles, leadership changes, and operational pain points that drive change. Qualifications - 3+ years of sales development, outbound sales, or B2B pipeline generation experience in SaaS or a comparable B2B environment. - 1-3+ years of SDR leadership, team lead, coaching, or people management experience preferred. - Strong outbound prospecting experience. - Proven ability to manage SDRs against activity, meeting, conversion, and pipeline goals. - Comfortable coaching SDRs through objections, call reluctance, low reply rates, difficult territories, and inconsistent performance. - Strong understanding of Account Executive alignment, territory planning, account prioritization, and qualified meeting handoffs. - Proficiency with Salesforce and HubSpot for pipeline management, sequencing, engagement tracking, reporting, and CRM discipline. - Hands-on experience with sales intelligence, sales engagement, and prospecting tools such as ZoomInfo, Gong Engage, Starbridge, Pursuit, or comparable platforms. - Analytical and process-disciplined, with the ability to use funnel data to identify performance gaps and course-correct quickly. - Strong written and verbal communication skills, with the ability to coach messaging for senior public safety leaders. - People-first manager who can create accountability, build trust, and develop SDRs in a remote environment. - Familiarity with Fire, EMS, GovTech, or public safety operations is a plus, not a requirement. Requirements - All applicants must be authorized to work for any US employer in the United States. - Hiring is contingent upon candidates successfully passing a criminal background check. - As part of the I-9 verification of authorization to work in the US, Locality Media participates in E-Verify. Benefits - Comprehensive compensation and benefits package for eligible employees. - Competitive pay, medical, dental, and vision coverage. - FSA/HSA, 401(k), flexible PTO. - Fully remote workplace, technology stipend. - Opportunities for advancement, and other benefits and perks.

Role Description Wir sind PsyCurio, ein HealthTech-Startup, das Psychotherapie mit Virtual Reality neu denkt. Wir bauen eine VR-gestützte Therapie-Infrastruktur, die Therapeut:innen im klinischen Alltag entlastet und Patient:innen Zugang zu strukturierten, wirksamen und modernen Übungen ermöglicht, etwa bei Angststörungen, Suchterkrankungen oder anderen psychischen Belastungen. Unser Ziel ist klar: Psychotherapeutische Versorgung soll zugänglicher, messbarer und skalierbarer werden. Für Patient:innen, für Therapeut:innen und für ein Gesundheitssystem, das neue Lösungen braucht, statt nur längere Wartelisten zu verwalten. Du bist nicht hier, um nur dabei zu sein. Du bist hier, um wirklich mitzuarbeiten, an Inhalten, Produkt und Wachstum. Ob dein Hintergrund eher psychologisch und wissenschaftlich oder eher unternehmerisch und strategisch ist: Bei uns arbeitest du an der Schnittstelle von Psychologie, MedTech, VR und Markt und hilfst, aus guten Ideen echte Fortschritte zu machen. Werde Teil eines jungen und ambitionierten Teams und trage dazu bei, die Zukunft der Psychotherapie mitzugestalten. Wir freuen uns darauf, von dir zu hören! Qualifications - Du bist mitten im Studium von Psychologie, Gesundheitswissenschaften, Human Factors, BWL, Management, Marketing, Entrepreneurship, Gesundheitsmanagement oder sowas Ähnliches. - Du hast Lust auf ein Pflichtpraktikum, bei dem du nicht nur rumsitzt, sondern richtig mit anpackst. - Digitale Gesundheit, MedTech, mentale Gesundheit, VR oder moderne Psychotherapie klingen für dich mega spannend. - Du bist jemand, der mitdenkt, gute Fragen stellt und Sachen besser machen will. - Struktur, Eigenständigkeit und Zuverlässigkeit sind voll dein Ding. - Du kannst komplexe Inhalte schnell verstehen und klar auf den Punkt bringen. - Du redest gerne offen, bist ein Teamplayer und scheust dich nicht davor, Verantwortung zu übernehmen. - Deutsch und Englisch? Kein Problem für dich. - Dein Lebenslauf muss nicht perfekt sein. Viel wichtiger sind Energie, Eigenantrieb und echtes Interesse. Requirements - Je nach Hintergrund und aktuellen Projekten unterstützt du uns unter anderem bei: - Recherchen zu psychologischen, klinischen und digitalen Gesundheitsthemen - der Weiterentwicklung psychologischer Inhalte, VR-Szenarien und Materialien - Produkt- und UX-Fragen rund um die Anwendung für Therapeut und Patient - Evaluationen, Studien, Fragebögen oder Auswertungen - Markt-, Wettbewerbs- und Potenzialanalysen - Business Cases, Präsentationen und Pitch-Materialien - Kommunikation mit Partner, Kliniken, Wissenschaft oder Startup-Netzwerk - operativen Themen in Research, Produkt, Marketing, Operations, Business Development oder Kommunikation - dem Aufspüren von Themen, die uns gerade ausbremsen, und dem Mithelfen, sie aus dem Weg zu räumen - Aufgaben im Hintergrund, die nicht immer sichtbar sind, aber für das Team einen echten Unterschied machen Benefits - Bei PsyCurio tauchst du richtig in die Welt eines HealthTech-Startups ein, das Psychologie, VR und Business Development zusammenbringt. - Du arbeitest an Themen mit, die direkte Relevanz für die psychotherapeutische Versorgung haben, und bekommst Einblick in Produktentwicklung, Strategie und Teamentscheidungen. - Das Praktikum ist unvergütet. Dafür erlebst du das rasante Tempo eines Startups, übernimmst von Anfang an Verantwortung und bringst deine eigenen Ideen ein. - Die Wege sind kurz, der Austausch ist direkt und du sitzt nicht nur in Meetings, sondern bewegst wirklich etwas. - Du arbeitest bei uns vollständig remote und kannst das Praktikum in Vollzeit für bis zu drei Monate oder entsprechend länger in Teilzeit absolvieren. - Abschluss- oder Projektarbeiten sind nach Absprache ebenfalls möglich. - Wenn es für beide Seiten passt, sprechen wir gern über eine weitere Zusammenarbeit, zum Beispiel als Werkstudent:in.

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.