• Identify, qualify, and develop high-potential B2B accounts across assigned markets, industries, segments, and hotel priorities. • Build account intelligence, including key contacts, buyer needs, travel patterns, sourcing behavior, competitive set, business potential, and next steps. • Execute proactive prospecting plans using internal and external tools, market data, customer insights, and hotel priorities. • Create new demand and secure Hyatt's inclusion in relevant group, transient, extended stay, project, and other sourcing opportunities. • Support revenue generation for new-opening hotels, conversions, focus hotels, emerging markets, and the Essentials/select-service portfolio, as assigned. • Engage customers through direct outreach, introductory presentations, market visits, networking events, sales blitzes, trade shows, and industry functions. • Use analytics and market intelligence to prioritize activity, evaluate account potential, and identify higher-value opportunities. • Partner with hotel sales teams, owners, operators, and internal stakeholders to align business development activity with hotel needs and commercial priorities. • Document activity, account intelligence, referrals, and next steps in Hyatt systems with strong CRM discipline and follow-through. • Manage qualified opportunities or newly developed accounts through appropriate transition to Hyatt Sales Force, National Account Team, Core Account Team, or hotel owner, as applicable. • Participate in special initiatives and cross-functional projects that enhance business development focus areas and support broader National Sales priorities.

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. About Shield AI: Shield AI is a venture-backed defence technology company building the world’s best AI pilot and next-generation autonomous aircraft. Founded in 2015, Shield AI’s mission is to protect service members and civilians with intelligent systems. With a recent valuation of approximately $12.7B, Shield AI develops autonomy software, unmanned aircraft systems, and AI-enabled ISR capabilities that actively support defence and security operations worldwide. Shield AI works side-by-side with military and government customers to solve complex operational challenges in some of the world’s most demanding environments. The company’s products, including V-BAT, X-BAT, Hivemind autonomy software, and advanced mission systems are designed to deliver operational advantage while reducing risk to human operators. Shield AI believes the greatest victory requires no war. Job Description: The Head of Business Development, Middle East serves as Shield AI’s senior District leader, responsible for driving integrated District strategy, sales growth, and program sales execution across multiple priority markets (excluding Saudi Arabia). This role ensures successful and compliant execution of active deal programs, aligns cross-functional teams across countries, and serves as the primary interface with senior government, military, and industry stakeholders at both national and District levels. This position holds accountability for District pipeline growth and development, order intake, and long-term market expansion while driving alignment and execution across Country Business Development Leads throughout the District. As such, this person will retain a sales quota for their district comprised of territory manager quotas within that district as well as their own individual quota. Through strategic oversight and coordinated execution across markets, the Head of Business Development strengthens customer trust, scales operational impact, and accelerates the sustained growth of Shield AI’s District presence. Additionally, this person will carry a sales quota for their assigned district. What you'll do: - Serve as Shield AI’s senior District representative across the Middle East, engaging senior military, government, and industry stakeholders while ensuring operational and regulatory compliance across activities in the district. - Develop and execute a unified District strategy aligned with priorities in Middle East integrating country-level efforts into coordinated campaigns across CENTCOM, the GCC (excluding Saudi Arabia), and bilateral frameworks. - Own district quota and sales performance, including pipeline development, forecast accuracy, order intake, and opportunity execution from shaping through close. - Provide strategic direction and coordination for Country Business Development Leads across the District, setting priorities, driving execution discipline, and aligning stakeholder engagement and market strategy. - District business growth across Shield AI’s product portfolio, including V-BAT, X-BAT, ViDAR and Hivemind, ensuring alignment with product and regional leadership priorities. - Oversee cross-functional coordination across Business Development, Government Relations, Program Management, Legal, Contracts, PX, Marketing and Customer Operations to support successful capture, execution, and customer outcomes. - Ensure successful execution of active district opportunities, maintaining accountability for performance, timelines, customer satisfaction, and long-term strategic growth. - Build and maintain a disciplined, data-driven district pipeline and stakeholder engagement strategy to support sustained growth and follow-on business opportunities. - Develop and manage district partnerships, resellers, and strategic industry relationships to expand market access and accelerate operational execution. - Identify and mitigate political, procurement, operational, and strategic risks across the district while providing executive visibility into performance, risks, and growth outlook. Required qualifications: - Typically requires 10+ years of experience in defence, military operations, business development, capture management, or international government relations. - Deep technical and operational understanding of Shield AI systems and technologies, including V-BAT, Hivemind, and X-BAT, with knowledge of operational employment concepts, payload integration, training, sustainment, and deployed operations. - Proven experience operating across multiple international markets within defence, aerospace, or national security environments, including navigating complex government procurement and stakeholder ecosystems. - Demonstrated ability to lead distributed, cross-functional teams and align senior stakeholders across multiple countries, cultures, and operational environments. - Strong executive presence with experience engaging senior military leadership, Ministries of Defence, U.S. Embassies/ODCs, CENTCOM/GCC stakeholders, and strategic industry partners in high-visibility environments. - Proven track record of driving pipeline development, capture strategy, and successful closure of complex, high-value defence opportunities. - Arabic and English language proficiency relevant to the assigned district. - Bachelor degree or relevant military education preferred. Preferred qualifications: - Prior district leadership experience across allied defence markets, including CENTCOM, Middle East, GCC, and/or other international government environments. - Existing relationships with CENTCOM/GCC, Ministries of Defence, senior military leadership, defence procurement organizations, and strategic industry stakeholders. - Experience leading international defence captures, Foreign Military Sales (FMS), or multinational procurement programs. - Operational understanding of ISR, autonomy, unmanned systems, AI-enabled capabilities, and modern defence technology employment concepts. - Experience managing district consultants, resellers, strategic partnerships, or industrial participation/offset initiatives. - Familiarity with CENTCOM/GCC operational frameworks, allied capability development, and district defence modernization priorities. - Demonstrated success operating in high-growth, fast-paced, and internationally distributed environments. - Ability to attain or existing relevant national security clearance. - Master’s degree in a relevant field. Why join Shield AI: - Help build the defining defence technology company of this century. - Work at the forefront of AI, autonomy, and next-generation defence systems. - Operate in a highly entrepreneurial and mission-driven environment. - Make a direct impact on international growth and strategic defence partnerships. - Collaborate with exceptional teams solving some of the world’s most complex operational challenges. #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.

• Support the Industrials sector BD efforts for key large logos by identifying, developing, and expanding business opportunities • Help identify target prospects in priority markets and drive outreach strategy to develop the sales pipeline in existing and new accounts • Build and update clear account maps of key accounts detailing key departments and stakeholders • Build and maintain strong relationships with prospects/clients and key decision-makers across all seniority levels (i.e. managers, directors, VP, C-level) and functions • Develop supporting pitch materials and communicate with prospective clients via email, phone & in-person • Prepare and deliver compelling presentations to clients that demonstrate the value of GLG's services • Work alongside sales leadership to drive commercial success, develop account plans and engage with clients regularly to articulate the firm's value proposition and uncover new growth opportunities for GLG product suite • Log and track sales pipeline opportunities on CRM, follow all sales related processes, and communicate clear, accurate updates to team and senior management (e.g. KPI reporting) • Engage regularly with internal cross-functional teams (e.g. marketing, legal, compliance, finance, IT) to align stakeholders and ensure smooth execution of all business development related activities • Work closely with GLG project teams to support execution and delivery of research projects, providing guidance and support as needed • Collaborate with GLG's research teams to target new areas of opportunity and further develop GLG's service product offering • Keep up-to-date with industry news and key client developments, and use this knowledge to identify potential new business opportunities • Organize key internal and external client meetings, including business trip logistics and activities • Travel to client sites on a regular basis to build long-term client relationships

Role Description Vitacore is looking for a driven, strategic, and entrepreneurial Senior Business Development Manager to accelerate the growth of our recycling division. Our recycling programs are already operating successfully across Canada, helping organizations divert valuable materials from landfill through innovative recycling solutions. This role will focus on expanding our customer base, developing strategic partnerships, and growing existing accounts across healthcare, industrial, commercial, and government sectors. You'll represent a portfolio of recycling services, including PPE, battery, and other specialized recycling programs, while also helping introduce new sustainability initiatives as they are developed. If you're passionate about sustainability, relationship-building, and growing meaningful partnerships, we'd love to hear from you. - Develop and execute business development strategies for Vitacore's recycling programs. - Identify and secure new business opportunities across healthcare, government, municipalities, commercial organizations, manufacturers, and industrial customers. - Build relationships with environmental managers, procurement teams, sustainability leaders, and executive decision-makers. - Lead the full sales cycle from prospecting through contract negotiation and implementation. - Grow existing customer accounts through expansion opportunities and new recycling services. - Represent Vitacore at customer meetings, conferences, trade shows, and sustainability events. - Collaborate with Operations and Customer Success to ensure successful program implementation. - Monitor industry trends, regulatory developments, and emerging recycling opportunities. - Maintain accurate CRM records and sales forecasting. Qualifications - 7+ years of business development or strategic sales experience. - Proven success developing new business and growing key accounts. - Experience selling into one or more of the following is strongly preferred: - Environmental services. - Recycling or waste management. - Healthcare. - Hospitals or Health Authorities. - Government. - Industrial B2B. - Sustainability programs. - Corporate enterprise sales. - Experience managing complex sales involving multiple stakeholders. - Excellent presentation, negotiation, and relationship-building skills. - Comfortable engaging with executives, clinicians, procurement teams, government organizations, distributors, and end users. - Highly self-motivated with an entrepreneurial mindset. - Strong organizational and project management skills. - Experience using CRM software (Salesforce or similar) is an asset. - Valid driver's licence and willingness to travel as required. Benefits - $80,000 - $90,000 annual salary + uncapped commission + bonuses. - Health & Dental benefits. - 3 weeks paid vacation. - Tuition Assistance Program. - Multiple company events throughout the year. Company Description Vitacore Industries Inc. manufactures personal protective equipment for Canadian frontline workers, available on demand. Our facility houses state-of-the-art equipment to produce millions of respirators every month. Vitacore is committed to serving Canadians. All of our current and future PPE is made using a Canadian supply chain and quality Canadian materials. Our main customers are in the Health Care Industry supporting our long-term growth and sustainability.