Sr. Staff BD Account Executive - Autonomy Specialist, Japan
S
Shield AIDefense Tech
TokyoContractSenior
Salary not disclosed
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Job Details
- Languages
- English, Japanese
- Experience
- 10–15+ years
- Required Skills
- Business DevelopmentAccount ManagementCRM
Requirements
- 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar).
- Proven track record of owning and closing deals, particularly within Japanese government or defense markets.
- Deep understanding of defense acquisition processes and government procurement lifecycle.
- Strong experience developing and executing capture strategies for complex opportunities.
- Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders.
- Excellent communication, negotiation, and stakeholder management skills.
- Self-motivated, results-oriented, and capable of operating in a fast-paced environment.
- Bachelor’s degree required.
- Fluent in: English, Japanese.
Responsibilities
- Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close).
- Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan.
- Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways.
- Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers.
- Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions.
- Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments.
- Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions.
- Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene).
- Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline.
- Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones.
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