Business Development Lead, Netherlands (R5380)

Shield AI
Amsterdam
Workplace: OnsiteFull timeFunction: Business Development & PartnershipsExperience: 6+ yearsSkills: ["Communication","Negotiation","Stakeholder management","Cross-functional collaboration","Executive presence"]

Drive Shield AI’s defense go-to-market strategy across assigned Netherlands markets, owning territory planning, pipeline development, and account growth from early shaping through award and expansion. Lead end-to-end deal closure including customer shaping, competitive positioning, proposal leadership, negotiation, and contract close against a sales quota. Engage senior military and government stakeholders while coordinating cross-functional teams to capture and deliver strategic autonomy, aircraft, and ISR opportunities.

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FursaFursa
Shield AI
Shield AI
1 month ago

Business Development Lead, Netherlands (R5380)

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Job Summary

Drive Shield AI’s defense go-to-market strategy across assigned Netherlands markets, owning territory planning, pipeline development, and account growth from early shaping through award and expansion. Lead end-to-end deal closure including customer shaping, competitive positioning, proposal leadership, negotiation, and contract close against a sales quota. Engage senior military and government stakeholders while coordinating cross-functional teams to capture and deliver strategic autonomy, aircraft, and ISR opportunities.
Location: Amsterdam
Workplace: Onsite
Employment Type: Full time
Job Function: Business Development & Partnerships

Key Responsibilities

  • •Own and execute go-to-market strategy across assigned markets in the Netherlands, aligning territory activities with growth priorities and mission requirements.
  • •Build and grow a disciplined pipeline across autonomy, aircraft, ISR, and mission-system opportunities aligned with regional defence priorities.
  • •Lead end-to-end deal closure: account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed quota.
  • •Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and industry partners across the territory.
  • •Coordinate cross-functional teams (Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams) to support capture and delivery.
Travel: High travel

Key Requirements

  • •Typically 6+ years in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology.
  • •Experience operating across international defence, government, or regulated markets with complex stakeholder and procurement environments.
  • •Demonstrated success identifying, shaping, and advancing complex opportunities with long sales cycles and senior stakeholders.
  • •Strong executive presence with credibility across military, government, industry, and strategic partners.
  • •Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies.
Experience:6+ yearsDefenseAerospaceNational securityGovernmentRegulated marketsAutonomyISR
Skills:CommunicationNegotiationStakeholder managementCross-functional collaborationExecutive presence
Languages:English
Tech Stack:Autonomy softwareV-BATX-BATHivemindViDARISRUnmanned aircraft systemsAI-enabled capabilities

Company Brief

Shield AI
Develops AI-powered autonomy and software for military aircraft and drones to enable autonomous ISR and combat missions, integrating perception, navigation, and mission planning for defense customers.
Industry: Defense Technology
Company Size: Large (251 to 1,000 employees)
Growth: Scaleup
Funding: Series E+
Headquarters: San Diego, United States
Founded: 2015
WebsiteLinkedIn