Territory Business Development Manager USMC

Territory Business Development Manager - USMC (Remote)

Shield AI, a venture-backed deep-tech company founded in 2015, is on a mission to protect service members and civilians with intelligent systems. Our innovative products, including the V-BAT and X-BAT aircraft, and Hivemind Enterprise and Hivemind Vision product lines, are actively supporting operations worldwide.

We are seeking a driven and mission-focused Business Development Manager to spearhead growth within the United States Marine Corps (USMC) enterprise. This remote, permanent role is crucial for delivering autonomous systems that address real operational challenges for the warfighter.

About the Role

This is a quota-carrying position with significant earning potential tied directly to USMC revenue growth. You will own the USMC pipeline and bookings target across Shield AI’s portfolio of autonomous software and unmanned systems. Your primary responsibility will be to drive opportunities from initial engagement through contract award, collaborating with USMC stakeholders and internal teams to convert operational needs into funded procurements.

The ideal candidate is a high-energy seller who excels in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver tangible operational capabilities. You will work closely with Shield AI’s growth team, which includes former senior military leaders providing strategic insights, acquisition expertise, and access across the USMC ecosystem. While the growth team supports market strategy and introductions, you will own the execution and revenue outcomes for your territory.

This role is perfect for individuals who thrive in high-ownership environments and are motivated by building new markets and closing complex deals.

Key Responsibilities

• Own and execute the USMC go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
• Carry full accountability for the USMC revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
• Identify, shape, and pursue new opportunities across USMC program offices, operational units, and modernization initiatives.
• Build and maintain a qualified pipeline of USMC opportunities from early engagement through contract award.
• Own the full sales cycle from initial engagement through contract award, with accountability for closing revenue and achieving USMC quota targets.
• Work directly with USMC stakeholders to translate operational challenges into funded procurement opportunities that deploy Shield AI capabilities into the field.
• Operate with urgency to advance opportunities and accelerate the transition of Shield AI capabilities from evaluation to program of record.
• Develop trusted relationships with USMC program managers, operational leaders, and acquisition stakeholders.
• Partner with Shield AI growth advisors who provide USMC domain expertise, acquisition insight, and senior-level access.
• Coordinate internal teams including engineering, product, program management, and capture resources to support opportunity execution.
• Lead opportunity strategy and deal progression, including shaping customer requirements, developing capture plans, and supporting proposal efforts.
• Maintain accurate pipeline forecasting and revenue projections.
• Drive adoption of fielded capabilities that deliver immediate operational value to USMC customers.

Requirements

• Bachelor’s degree and experience in defense sales, business development, or military operations.
• Demonstrated ability to independently build pipeline and close deals in complex government sales environments.
• Experience working with USMC customers, program offices, or operational units.
• Strong understanding of military operations and familiarity with Department of Defense procurement processes.
• Ability to manage multiple opportunities simultaneously and drive deals through long and complex sales cycles.
• Strong communication and relationship-building skills with both technical and operational stakeholders.
• Ability to translate operational needs into solution-driven sales opportunities.
• Ability to obtain TS/SCI Clearance – Active Secret or Top Secret Clearance preferred.
• Located near major USMC commands with travel up to 50% of the time to additional USMC installations and program offices.

What We Offer

• Salary range: $270,000 - $400,000 per year
• Bonus
• Benefits
• Equity

Full-time regular employee offer package includes pay within the listed range, bonus, benefits, and equity. All offers are contingent on a cleared background and possible reference check.

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.