Navy Territory Business Development Manager

About the role

Shield AI, a venture-backed defense-tech company, is looking for a Navy Territory Manager to drive growth across the United States Navy enterprise by delivering autonomous systems that solve real operational challenges for the warfighter. The role owns the Navy pipeline and bookings target across the autonomy software and unmanned systems portfolio, driving opportunities from initial engagement through contract award. It is a quota-carrying role with significant upside tied to Navy revenue growth.

Key responsibilities

• Own and execute the Navy go-to-market strategy to create pipeline, advance opportunities and achieve bookings.
• Carry full accountability for the Navy bookings target, including pipeline health, forecast accuracy and closed bookings.
• Identify and pursue new opportunities across Navy program offices, systems commands, fleet organizations, operational units and modernization initiatives.
• Build and maintain a qualified pipeline from early engagement through contract award, and own the full sales cycle and closing.
• Translate operational challenges into funded procurement opportunities and work with Navy stakeholders to move capabilities from evaluation to acquisition and deployment.
• Partner with Shield AI growth advisors who provide Navy domain expertise, acquisition insight and senior-level access.
• Coordinate with engineering, product, program management and capture teams, and lead opportunity strategy, capture plans and proposal support.
• Maintain accurate pipeline forecasts, bookings projections and opportunity records, and drive adoption of fielded capabilities.

Required profile

• Bachelor's degree and experience in defense sales, business development or military operations.
• 5+ years of experience in business development, sales or capture roles in technically complex domains.
• Demonstrated ability to build pipeline and close deals in complex government sales environments.
• Experience with Navy customers, program offices, systems commands, fleet organizations or operational units.
• Knowledge of Department of Defense procurement processes and familiarity with Navy mission needs.
• Ability to handle multiple opportunities and long, complex sales cycles.
• Ability to obtain a TS/SCI clearance; an active Secret or Top Secret clearance is preferred.
• Located near major Navy commands, able to travel up to 50% of the time to Navy installations, fleet locations and program offices.