a16z Territory Business Development Manager, Intel/Space Force (R5134)
Job Description:
Shield AI is seeking a driven and mission focused Business Development Manager to drive growth across Intel/Space Force by delivering autonomous systems that solve real operational challenges for the warfighter.
This role owns the Intel pipeline and bookings target across Shield AI’s autonomy software and unmanned systems portfolio. You will drive opportunities from initial engagement through contract award, partnering with Intel/Space Force stakeholders and internal teams to convert operational needs into funded procurement. This is a quota-carrying role with significant upside tied directly to Intel/Space Force revenue growth.
The ideal candidate is a high energy seller who thrives in complex defense sales environments and is motivated by building pipeline, advancing opportunities, and closing deals that deliver real operational capability.
This role partners closely with Shield AI’s growth team which includes former senior military leaders who provide strategic insight, acquisition expertise, and access across the Intel/Space Force 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 thrive in high ownership environments and are motivated by building new markets and closing complex deals.
This is a remote role based in the greater Washington, DC area.
What you'll do:
- Own and execute the Intel/Space Force go-to-market strategy to drive pipeline creation, opportunity advancement, and bookings across Shield AI’s full product portfolio.
- Carry full accountability for the Intel revenue number, including pipeline health, opportunity progression, forecast accuracy, and closed bookings.
- Identify, shape, and pursue new opportunities across Intel/Space Force program offices, operational units, and modernization initiatives.
- Build and maintain a qualified pipeline of Intel/Space Force 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 Intel quota targets.
- Work directly with Intel 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 Intel program managers, operational leaders, and acquisition stakeholders.
- Partner with Shield AI growth advisors who provide Intel 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 Intel customers.
Required qualifications:
- 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 the Intel community customers, program offices, or operational units.
- 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.
- Active TS/SCI Clearance
- Located near major IC/Space Force commands with travel up to 50% of the time.