Senior Director, Deal Strategy Execution (R6259)

Washington, D.C. · USD 199,000-299,000 / year · Onsite · Posted Oct 17, 2026

At a glance

Shield AI is seeking a Senior Director, Deal Strategy Execution to lead deal strategy, structuring, and governance across complex transactions.
This role owns the creation of scalable deal processes, cross-functional deal governance, and capability catalogs for a defense-tech leader.

Set engagement criteria, service levels, decision rights, approval thresholds, and the escalation framework for deal strategy execution.
Chair cross-functional deal reviews and ensure executives receive clear decisions, trade-offs, and recommendations.
Own the quality of deal strategy on priority pursuits including customer value hypothesis, solution configuration, commercial construct, and pricing posture.
Direct the build and maintenance of the authoritative capability catalog across hardware, software, subscriptions, services, training, sustainment, and integration.
Establish the deal-play roadmap aligned to GTM priorities, product maturity, and international growth.
Govern pricing, terms, and delivery exceptions through clear thresholds and fast escalation.
Measure business impact including cycle time, deal velocity, win rate on strategic pursuits, gross-margin protection, and exception volume.
Build and lead Regional Deal Strategists, the Business Proposals team, and the Architecture and Packaging function.
Partner with GTM Enablement Lead on trainings and enablement, and work with Rev Ops and Business Ops on buying-program and deal-structure related SPIFFs.
Conduct postmortems on wins, losses, and delivery outcomes that feed back into product packaging, pricing, playbooks, training, and governance.

10+ years in revenue, commercial, or deal or sales leadership roles in B2B technology, with material time structuring complex, mixed software and hardware transactions.
Demonstrated experience building or leading a deal desk, deal strategy, or commercial structuring function, and elevating it from an approval queue into a strategic capability.
Deep familiarity with international government contracting, international sales, and partner-led motions.
Comfort with export considerations, contracting pathways, long cycles, complex stakeholders, and program-driven buyers is required.
Experience hiring and developing high-performing teams of strategists and proposal professionals.