Territory Business Development Manager USMC

Shield AI·Remote

Sales

WFA Digital Insight

As the demand for autonomous systems continues to grow, with the global market expected to reach

4.4 billion by 2025, companies like Shield AI are at the forefront of innovation. With a focus on protecting service members and civilians, Shield AI seeks a Territory Business Development Manager to drive USMC enterprise growth. This role requires a unique blend of sales, military operations, and technical expertise. Candidates should be aware that this position demands a strong understanding of military operations and procurement processes, as well as the ability to work independently in a complex sales environment. With experience in defense sales or military operations, candidates can leverage their skills to succeed in this challenging role.

Job Description

About the Role

The Territory Business Development Manager USMC will play a key role in driving growth across the United States Marine Corps (USMC) enterprise. This involves delivering autonomous systems that solve real operational challenges for the warfighter. As a quota-carrying role, the successful candidate will be responsible for managing the USMC pipeline and bookings target across Shield AI's autonomy software and unmanned systems portfolio. The role requires close collaboration with USMC stakeholders and internal teams to convert operational needs into funded procurement. Given the complexity of defense sales, the ideal candidate will thrive in high-ownership environments and be motivated by building new markets and closing complex deals.

The growth team at Shield AI, which includes former senior military leaders, provides 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 are self-driven, results-oriented, and have a deep understanding of the defense industry.

As part of Shield AI, the Territory Business Development Manager USMC will be part of a venture-backed deep-tech company with a mission to protect service members and civilians with intelligent systems. Founded in 2015, Shield AI has offices and facilities across the U.S., Europe, the Middle East, and the Asia-Pacific, with its technology actively supporting operations worldwide.

What You Will Do

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.

What We Are Looking For

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 priorities and deadlines in a fast-paced environment.
Excellent communication, interpersonal, and negotiation skills.
Familiarity with autonomous systems and unmanned technologies.
Experience with sales strategy development and execution.

Nice to Have

Master's degree in a relevant field such as business administration, international relations, or a technical field.
Experience with Department of Defense budgeting and financial management.
Knowledge of emerging technologies and trends in the defense industry.
Certification in sales or business development.

Benefits and Perks

Competitive salary and bonus structure tied to performance.
Comprehensive health insurance, including medical, dental, and vision.
Generous PTO and holiday schedule.
Opportunity to work with cutting-edge technologies in the defense industry.
Collaborative and dynamic work environment with a team of experienced professionals.
Professional development and growth opportunities within the company.
Flexible remote work arrangements to support work-life balance.

How to Stand Out

Develop a deep understanding of the USMC's operational challenges and how Shield AI's autonomous systems can address them.
Leverage your network within the defense industry to establish relationships with key stakeholders and decision-makers.
Prepare a portfolio of your sales achievements and experiences working with government agencies or defense contractors.
Be ready to discuss your knowledge of Department of Defense procurement processes and military operations.
Research Shield AI's products and services to understand how they align with the USMC's needs and priorities.
Practice your negotiation skills to effectively communicate the value of Shield AI's solutions to potential clients.
Be prepared to address any concerns or questions about the scalability and reliability of autonomous systems in military operations.

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