Business Development Manager - Nordics

Shield AI
London, Oslo
Workplace: OnsiteFull timeFunction: Administration & Executive AssistanceExperience: 15+ yearsSkills: ["Communication","Stakeholder management","Negotiation","Presentation"]

Director of Business Development leading strategic sales, capture, and stakeholder engagement for Shield AI’s X-BAT initiatives across Europe. Own the regional sales lifecycle, shape CONOPS and requirements with customers, coordinate cross-functionally with engineering and legal, and drive demonstrations and program pilots to position Shield AI as the partner for next-generation autonomous airpower in Europe.

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FursaFursa
Shield AI
Shield AI
1 year ago

Business Development Manager - Nordics

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Source: Company careers pageValidated by: Fursa AI
Last checked: 14 hours agoStatus: Live

Job Summary

Director of Business Development leading strategic sales, capture, and stakeholder engagement for Shield AI’s X-BAT initiatives across Europe. Own the regional sales lifecycle, shape CONOPS and requirements with customers, coordinate cross-functionally with engineering and legal, and drive demonstrations and program pilots to position Shield AI as the partner for next-generation autonomous airpower in Europe.
Location: London, Oslo
Workplace: Onsite
Employment Type: Full time
Job Function: Administration & Executive Assistance
Seniority: Director level

Key Responsibilities

  • •Drive Strategic Capture: Identify, shape, and capture high-value opportunities across European next-gen airpower programs relevant to CCAs and autonomy.
  • •Own Regional Sales Pipeline: Lead the full business development lifecycle for X-BAT 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 NATO-related bodies.
  • •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.
Travel: High travel

Key Requirements

  • •15+ years in a relevant air force occupation with deep understanding of CONOPs and platform applications
  • •8–10+ years in defense acquisition, business development, sales, or strategy with a focus on air platforms or autonomy
  • •Strong track record of capturing and closing defense programs or tech insertions with European ministries of defence or multinational frameworks
  • •Understanding of next-gen air combat trends (CCAs, MUM-T, AI-enabled CONOPS) and ability to represent technically complex products to strategic and operational audiences
  • •Willingness to travel extensively across Europe (30%)
Experience:15+ yearsDefenseAerospace
Skills:CommunicationStakeholder managementNegotiationPresentation
Languages:English
Tech Stack:CCAsMUM-TAI-enabled CONOPS

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