Senior Business Development Manager - Poland
Warsaw · 6+ years experience · Hybrid · Posted Oct 19, 2026
At a glance
- Experience
- 6+ years experience
- Workplace
- Hybrid
- Location
- Warsaw
About the role
- Shield AI is seeking a high-performing Senior Business Development Manager to drive defence market growth, customer engagement, and business expansion across assigned markets in Poland.
- As territory leader, this individual represents Shield AI’s autonomy and aircraft portfolio across customer engagements, operational demonstrations, strategic partnerships, and business growth initiatives.
- This role combines strategic business development, account leadership, and revenue generation while carrying a sales quota in a fast-paced international defence environment.
Responsibilities
- Own and execute Shield AI’s go-to-market strategy across assigned markets, aligning territory activities with strategic growth priorities and customer 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, including account planning, customer shaping, competitive positioning, proposal leadership, negotiation, and contract close to meet or exceed carried sales quota.
- Engage directly with senior military leaders, Ministries of Defence, procurement authorities, sovereign stakeholders, and strategic industry partners across the territory.
- Represent and differentiate Shield AI’s autonomy and aircraft portfolio by clearly articulating mission outcomes, operational advantages, and integration pathways.
- Develop and manage regional partnerships, consultants, industrial participation structures, and offset-aligned strategies that expand market access and accelerate execution.
- Coordinate cross-functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts, Export Compliance, Operations, and Customer teams to support successful capture and delivery.
- Maintain disciplined forecasting, pipeline management, opportunity tracking, and campaign reporting across the territory.
- Provide regional market intelligence on competitor dynamics, customer demand, and political or operational risks.
- Support executive customer engagement after award to support customer success, follow-on growth, and long-term account expansion.
Requirements
- Typically requires 6+ years of experience in business development, capture, sales, strategic engagement, account management, or related customer-facing roles within defence, aerospace, national security, or advanced technology environments.
- Experience operating across international defence, government, or regulated markets, including navigating complex stakeholder and procurement environments.
- Demonstrated success identifying, shaping, and advancing complex opportunities involving long sales cycles, senior stakeholders, and technically differentiated solutions.
- Strong executive presence and ability to build credibility with military, government, industry, and strategic partner stakeholders.
- Technical aptitude and operational understanding of autonomous systems, ISR, mission systems, AI-enabled capabilities, or related defence technologies.
- Strong communication, negotiation, stakeholder management, and cross-functional collaboration skills.
- Willingness and ability to travel frequently throughout the territory and internationally.
- Based within the region, or willing to relocate to a strategic location within the assigned territory.
- Fluency in English and regional languages relevant to the assigned market.
Preferred qualifications
- Bachelor’s degree or equivalent professional, military, or operational experience preferred.
- Experience with UAS, autonomy, ISR, mission systems, aerospace, or AI-enabled operational capabilities.
- Existing relationships across defence ministries, military organizations, procurement authorities, or strategic industry partners within the assigned territory.
- Experience supporting direct commercial sales, Foreign Military Sales (FMS), or international government procurement programs.
- Prior military, operational defence, government, or national security experience.
Skills
- Hivemind
- V-BAT
- X-BAT
- ViDAR
