Senior Director, BD - Simulation (R4883)

Job Description: Founded in 2015, Shield AI is a venture‑backed deep‑tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V‑BAT and X‑BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the U.S., Europe, the Middle East, and the Asia‑Pacific, Shield AI’s technology actively supports operations worldwide. Responsibilities: Own bookings performance and be accountable for achieving—and exceeding—Simulation Team bookings goals, ensuring sufficient qualified pipeline coverage to consistently hit target Lead, develop, and grow the Simulation sales team—talent, roles, coverage, and capacity—establishing a high‑performance culture with strong coaching and clear accountability Drive post‑acquisition integration of people, processes, systems, and GTM strategy into Shield AI Own the GTM plan for Simulation (segmentation, ICP, account/territory strategy, pipeline generation, competitive positioning) and spearhead opening new markets across the U.S. and globally Identify and execute cross‑sell and bundling opportunities across Simulation, Hivemind, and broader Shield AI offerings Establish operating rigor and predictability (forecasting, deal reviews, MBRs/QBRs, dashboards, KPIs/OKRs) and standardize sales processes (qualification, CRM hygiene, deal stages, governance) for repeatable performance Personally lead key pursuits and executive engagements in complex, multi‑stakeholder deals; build deep relationships with the Department of War (DoW) and the Public Sector Work large program business with Systems Integrators and Prime/OEMs; expand strategic partner relationships to enable partner‑led growth in simulation, training, and visualization programs Partner with Product, Engineering, Marketing, and Customer Engagement to inform roadmap, drive demand generation, and shape Shield AI’s integrated platform GTM strategy Measures of success (First 6‑12 months): Achievement of Simulation Team bookings goals with sufficient qualified pipeline coverage to consistently hit target Successful integration of the Simulation sales team into Shield AI’s operating model, systems, and culture Improved forecast accuracy, pipeline hygiene, win rates, and deal velocity through standardized, repeatable sales motions Spearhead cross‑sell revenue initiatives with Shield AI products Stronger territory/account/coverage strategy across U.S. and entry to global markets, including the partner ecosystem Required qualifications: 10+ years in defense technology, modeling & simulation, or AI autonomy 10+ years of B2B sales experience in technically complex domains (simulation, visualization, AI/ML, autonomy, SaaS, aerospace/defense, or similar), including 5+ years of senior sales leadership through transformation, integration, or scaling phases Proven record of building and scaling GTM/revenue organizations, including integrating or scaling acquired sales teams and driving consistent revenue growth Strong Department of War (DoW) and Public Sector experience, with the ability to navigate complex government acquisition environments Demonstrated experience working large program business with Systems Integrators and Prime/OEMs Technical sales leader with strong credibility across engineering, product, and operational stakeholders Deep GTM fundamentals (segmentation, coverage, pipeline strategy, positioning) and proven ability to sell complex, multi‑product/platform solutions Excellent executive communication and cross‑functional leadership Bachelor’s degree required Preferred qualifications: Experience in modeling & simulation, synthetic environments, visualization platforms, training systems, or digital battlefield environments Experience driving post‑M&A integration and GTM unification Familiarity with autonomy commercialization and complex solution selling $190,000 - $290,000 a year Full‑time regular employee offer package: Pay within range listed + Bonus + Benefits + Equity Temporary employee offer package: Pay within range listed above + temporary benefits package (applicable after 60 days of employment) Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check. Military fellows and part‑time employees are not eligible for benefits. Please speak to your talent acquisition representative for more information. Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know. #J-18808-Ljbffr Shield AI