About This Role
This role drives strategic defense market expansion and capture activities in Ukraine, leading customer engagement efforts, shaping new business opportunities, and strengthening Shield AI's position across government, military, and industrial stakeholders. As a key member of the international growth team, the Capture Manager will represent Shield AI's autonomy and aircraft portfolio, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities, and Hivemind autonomy software.
Responsibilities
- Lead district capture and business development activities across assigned defense and government markets
- Develop and execute capture strategies to position Shield AI for competitive advantage and contract awards
- Build and maintain trusted relationships with military, government, industry, and strategic partner stakeholders
- Represent Shield AI at trade shows, defense exhibitions, operational demonstrations, and industry engagements
- Present and communicate Shield AI’s product portfolio, operational capabilities, and mission value to customers and partners
- Coordinate and execute customer demonstrations, evaluations, and operational engagements
- Identify and grow new business opportunities aligned with regional growth objectives
- Work cross-functionally to support customer needs and regional growth efforts
- Provide market intelligence, customer feedback, and competitive insights to internal stakeholders
- Support long-term strategic planning and regional growth initiatives
- Support maintaining accurate opportunity tracking, forecasting, and CRM reporting
Requirements
- Typically requires 8+ years of experience in defense, military operations, business development, capture management, or international government relations
- Strong understanding of defense acquisition processes, military procurement, and operational customer environments
- Demonstrated experience building trusted relationships across government, military, and industry stakeholders
- Exceptional communicator: strong written, verbal, and presentation skills, with the ability to engage seamlessly across different audiences
- Proven ability to operate independently while managing multiple priorities and deadlines
- Self-motivated, highly accountable, and results-oriented professional with a strong sense of ownership
- Technical aptitude and ability to understand and communicate advanced UAV, autonomy, AI, ISR, or defense technology concepts
- Willingness and ability to travel internationally on a frequent basis
- Collaborative team player capable of operating effectively in high-performance environments
- Based within the region, or willing to relocate to a strategic location within the assigned territory
- Fluency in regional languages relevant to the assigned market
- Bachelor degree or relevant military education preferred
- Influential authority with the ability to motivate and inspire others while conveying Shield AI’s mission, technology, and products
Nice to have:
- Prior business development, capture, or defense market experience within the assigned district or allied defense markets
- Experience supporting defense captures, multinational procurement programs, Foreign Military Sales (FMS), or government acquisition activities
- Prior experience with UAV, autonomy, ISR, AI-enabled systems, or defense technology platforms
- Existing relationships across defense ministries, military organizations, procurement authorities, or strategic industry stakeholders
- Understanding of military operational scenarios, defense systems, and procurement environments
- Experience developing industrial participation, offset, or strategic partnership initiatives
- Strong analytical, strategic planning, and competitive positioning capabilities
- Demonstrated success operating in high-growth, fast-paced, and internationally distributed environments
- Master’s degree in a relevant field
About the Company
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, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide.
