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Territory Business Development Manager, USMC (R5167)

June 9, 2026

Founded in 2015, Shield AI is a venture-backed deep-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include the V-BAT and X-BAT aircraft, Hivemind Enterprise, and the Hivemind Vision product lines. With offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit <a style="font-size: inherit;" href="http://www.shield.ai/">www.shield.ai</a>. Follow Shield AI on <a style="font-size: inherit;" href="https://www.linkedin.com/company/shield-ai">LinkedIn</a>, <a style="font-size: inherit;" href="https://x.com/shieldaitech">X</a>, <a style="font-size: inherit;" href="https://www.instagram.com/shield_ai">Instagram</a>, and <a style="font-size: inherit;" href="https://www.youtube.com/@Shield_AI">YouTube</a>. <h3>Job Description:</h3> Shield AI is seeking a driven and mission focused Business Development Manager to drive growth across the United States Marine Corps (USMC) enterprise by delivering autonomous systems that solve real operational challenges for the warfighter. This role owns the USMC pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with USMC stakeholders and internal teams to convert operational needs into funded procurement. This is a quota-carrying role with significant upside tied directly to USMC revenue growth. The ideal candidate is a high energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability. This role partners closely with Shield AI’s growth team which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the USMC ecosystem. While the growth team supports market strategy and introductions, the Business Development Manager owns opportunity execution and revenue outcomes. This role is ideal for individuals who thrive in high ownership environments and are motivated by building new markets and closing complex deals. What you'll do:<div> <ul> <li data-renderer-start-pos="1378">Own and execute the USMC go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.</li> <li data-renderer-start-pos="1538">Carry full accountability for the USMC revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.</li> <li data-renderer-start-pos="1688">Identify, shape, and pursue new opportunities across USMC program offices, operational units, and modernization initiatives.</li> <li data-renderer-start-pos="1816">Build and maintain a qualified pipeline of USMC opportunities from early engagement through contract award.</li> <li data-renderer-start-pos="1927">Own the full sales cycle from initial engagement through contract award with accountability for closing revenue and achieving USMC quota targets.</li> <li data-renderer-start-pos="2076">Work directly with USMC stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.</li> <li data-renderer-start-pos="2241">Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to program of record.</li> <li data-renderer-start-pos="2384">Develop trusted relationships with USMC program managers, operational leaders, and acquisition stakeholders.</li> <li data-renderer-start-pos="2496">Partner with Shield AI growth advisors who provide USMC domain expertise, acquisition insight, and senior level access.</li> <li data-renderer-start-pos="2619">Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution.</li> <li data-renderer-start-pos="2756">Lead opportunity strategy and deal progression including shaping customer requirements, developing capture plans, and supporting proposal efforts.</li> <li data-renderer-start-pos="2906">Maintain accurate pipeline forecasting and revenue projections.</li> <li data-renderer-start-pos="2973">Drive adoption of fielded capabilities that deliver immediate operational value to USMC customers.</li> </ul> </div> Required qualifications:<div> <ul> <li data-renderer-start-pos="3095">Bachelor’s degree and experience in defense sales, business development, or military operations.</li> <li data-renderer-start-pos="3195">Demonstrated ability to independently build pipeline and close deals in complex government sales environments.</li> <li data-renderer-start-pos="3309">Experience working with USMC customers, program offices, or operational units.</li> <li data-renderer-start-pos="3391">Strong understanding of military operations and familiarity with Department of Defense procurement processes.</li> <li data-renderer-start-pos="3504">Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.</li> <li data-renderer-start-pos="3618">Strong communication and relationship building skills with both technical and operational stakeholders.</li> <li data-renderer-start-pos="3725">Ability to translate operational needs into solution driven sales opportunities.</li> <li data-renderer-start-pos="3809">Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred.</li> <li data-renderer-start-pos="3898">Located near major USMC commands with travel up to 50% of the time to additional USMC installations and program offices.</li> </ul> </div> <div>$270,000 - $400,000 a year</div> #LI-KC5 #LE Full-time regular employee offer package:Pay within range listed + Bonus + Benefits + Equity Temporary employee offer package:Pay within range listed above + temporary benefits package (applicable after 60 days of employment) Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check. Military fellows and part-time employees are not eligible for benefits. Please speak to your talent acquisition representative for more information. ### Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...