Territory Business Development Manager - Navy (R6264)

Washington, D.C. · San Diego · USD 175,000-260,000 / year · 5+ years experience · Hybrid · Posted Oct 14, 2026

At a glance

Shield AI is seeking a driven, mission-focused Navy Territory Manager to drive growth across the United States Navy enterprise by delivering autonomous systems that solve real operational challenges for the warfighter.
This role owns the Navy pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio, driving opportunities from initial engagement through contract award.

Own and execute the Navy go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
Carry full accountability for the Navy bookings target, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
Identify, shape, and pursue new opportunities across Navy program offices, systems commands, fleet organizations, operational units, and modernization initiatives.
Build and maintain a qualified pipeline of Navy opportunities from early engagement through contract award.
Own the full sales cycle, with accountability for closing deals and achieving Navy quota targets.
Work directly with Navy stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities to the fleet.
Develop trusted relationships with Navy program managers, operational leaders, requirements sponsors, and acquisition stakeholders.
Partner with Shield AI growth advisors who provide Navy domain expertise, acquisition insight, and senior-level access.
Coordinate internal teams, including engineering, product, program management, and capture resources, to support opportunity execution.
Maintain accurate pipeline forecasts, bookings projections, and opportunity records.

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 independently build pipeline and close deals in complex government sales environments.
Experience working with Navy customers, program offices, systems commands, fleet organizations, or operational units.
Strong understanding of military operations, familiarity with Navy mission needs, and knowledge of Department of Defense procurement processes.
Ability to manage multiple opportunities simultaneously and drive deals through long, complex sales cycles.
Strong communication and relationship-building skills with technical, operational, and acquisition stakeholders.
Ability to translate operational needs into solution-driven sales opportunities.
Ability to obtain a TS/SCI clearance; an active Secret or Top Secret clearance is preferred.
Located near major Navy commands, with the ability to travel up to 50% of the time to Navy installations, fleet locations, and program offices.

Ability to travel up to 50% of the time to Navy installations, fleet locations, and program offices.