Business Development Manager – Romania & Caucasus

About the role

Shield AI is seeking a high‑performing Business Development Lead to drive defence market growth across Romania’s internal security agencies and the Caucasus region. You will own the go‑to‑market strategy for autonomous systems, aircraft and ISR solutions, engaging senior military and government stakeholders.

Key responsibilities

• Develop and execute a territory strategy aligned with regional defence priorities and customer mission requirements.
• Build a disciplined pipeline of autonomy, aircraft, ISR and mission‑system opportunities.
• Lead end‑to‑end deal closure, including account planning, proposal leadership, negotiation and contract signing.
• Engage directly with senior military leaders, ministries of defence, procurement authorities and strategic industry partners.
• Represent Shield AI’s portfolio by articulating mission outcomes, operational advantages and integration pathways.
• Manage regional partnerships, consultants and offset‑aligned strategies to expand market access.
• Coordinate cross‑functional teams across Business Development, Product, Engineering, Government Relations, Legal, Contracts and Export Compliance.
• Maintain disciplined forecasting, pipeline management and market intelligence reporting.

Required profile

• 6+ years of business development, capture or sales experience in defence, aerospace or advanced technology environments.
• Proven success navigating complex international defence procurement processes and long sales cycles.
• Strong executive presence with the ability to build credibility with military, government and industry stakeholders.
• Willingness to travel frequently throughout the territory and internationally; based in the region or willing to relocate.

Required skills

• Technical understanding of autonomous systems.
• Knowledge of AI‑enabled ISR capabilities.

What we offer

• Opportunity to shape a leading defence‑technology company of the century.
• Work at the forefront of AI, autonomy and next‑generation defence systems.
• Entrepreneurial, mission‑driven environment with direct impact on international growth.
• Collaboration with exceptional teams solving complex operational challenges.