Territory Business Development Manager, CIV/DHS

Shield AI

Business Development Manager driving CIV/DHS growth by delivering autonomous systems. Partnering with stakeholders to convert operational needs into funded procurement opportunities

Posted 6/3/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSenior💰 $270,000 - $400,000 per yearWebsite

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Hard Skills

defense salesbusiness developmentpipeline managementcontract negotiationrevenue forecastingproposal developmentcapture planningsales cycle managementgovernment salesmilitary operations

Soft Skills

relationship buildingcommunicationstrategic thinkingproblem solvingurgencycollaborationindependencemulti-taskingleadershipcustomer focus

Certifications & Qualifications

Bachelor's degreeTS/SCI ClearanceActive Secret ClearanceTop Secret Clearance

Industry Keywords

CIV/DHSDepartment of Defenseprocurement processesprogram officesoperational unitsmodernization initiativespipeline creationopportunity advancementcontract awardfielded capabilities

Tech Stack

Tools & technologies

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About the role

Key responsibilities & impact

Own and execute the CIV/DHS go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
Carry full accountability for the CIV/DHS revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
Identify, shape, and pursue new opportunities across CIV/DHS program offices, operational units, and modernization initiatives.
Build and maintain a qualified pipeline of CIV/DHS 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 CIV/DHS quota targets.
Work directly with CIV/DHS 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 CIV/DHS program managers, operational leaders, and acquisition stakeholders.
Partner with Shield AI growth advisors who provide CIV/DHS 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 CIV/DHS customers.

Requirements

What you’ll need

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 CIV/DHS 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 CIV/DHS commands with travel up to 50% of the time to additional CIV/DHS installations and program offices

Benefits

Comp & perks

Pay within range listed + Bonus + Benefits + Equity
Temporary benefits package (applicable after 60 days of employment)
All offers are contingent on a cleared background and possible reference check
Military fellows and part-time employees are not eligible for benefits