Senior Director, Deal Strategy Execution

About the role

Shield AI, a venture-backed defense-tech company, is hiring a Senior Director, Deal Strategy Execution. The role owns the operating model that turns complex domestic and international opportunities into repeatable, executable transactions. It is a leadership position that builds and directs three functions: Regional Deal Strategists embedded with business development teams, a central Business Proposals function, and an Architecture and Packaging capability.

Key responsibilities

• Set engagement criteria, service levels, decision rights, approval thresholds and escalation paths, and define when DSE engages on an opportunity.
• Chair cross-functional deal reviews and convene BD Ops, Sales, Product, Finance, Legal, Contracts, Delivery and Partnerships.
• Own deal strategy on priority pursuits: customer value, solution configuration, pricing, terms, partner path, negotiation approach and close plan.
• Build and maintain a modular capability catalog with configurations, bundles, eligibility criteria, pricing guardrails and delivery handoffs.
• Create deal plays and reusable content such as qualification tools, proposal modules and negotiation guidance.
• Govern pricing, terms and delivery exceptions through clear thresholds and fast escalation.
• Measure impact (cycle time, win rate, margin protection, reuse rate) and run postmortems on won and lost strategic business.
• Lead the Regional Deal Strategists, Business Proposals and Architecture and Packaging teams, and partner with GTM Enablement, Rev Ops and Business Ops on training and incentives.