Job Overview
Location
Tallinn
Job Type
Full-time
Category
Product Management
Date Posted
June 19, 2026
Full Job Description
đź“‹ Description
- • Lead business development efforts across the Baltics to drive growth in defence markets for Shield AI’s autonomy software and unmanned aircraft systems, including V-BAT, X-BAT, ViDAR-enabled ISR capabilities, and Hivemind autonomy software.
- • Serve as Shield AI’s primary representative in the Baltics, engaging directly with military and government customers to understand operational needs and align Shield AI’s solutions with mission-critical requirements.
- • Own the full sales cycle for assigned territory, from early market shaping and opportunity identification through proposal development, demonstrations, contract negotiation, award, and post-award expansion.
- • Develop and execute a territory-specific business strategy that identifies key decision-makers, influences procurement pathways, and builds long-term customer relationships within defence and security agencies.
- • Conduct operational demonstrations and technical presentations to showcase the capabilities of Shield AI’s autonomous systems in real-world defence scenarios, ensuring technical credibility and customer confidence.
- • Build and manage a robust sales pipeline by identifying new opportunities, qualifying leads, and collaborating with internal technical and solutions teams to tailor offerings to regional defence priorities.
- • Achieve and exceed assigned quarterly and annual sales quotas for the Baltics region, with accountability for revenue generation and market penetration targets.
- • Partner with Shield AI’s global sales, engineering, and mission support teams to ensure seamless customer experiences and timely delivery of solutions in complex, high-stakes operational environments.
- • Stay current on regional defence procurement policies, geopolitical developments, and emerging security threats to proactively position Shield AI’s technology as a strategic advantage for Baltic nations.
- • Represent Shield AI at industry events, defence exhibitions, and government forums to enhance brand visibility and establish the company as a trusted provider of autonomous defence systems.
- • Maintain accurate and up-to-date CRM records, sales forecasts, and opportunity pipelines to support internal reporting and strategic planning.
- • Travel extensively within the Baltics and occasionally internationally to meet with customers, attend demonstrations, and participate in defence-related events.
- • Act as a trusted advisor to defence stakeholders, translating technical capabilities into operational value and demonstrating how Shield AI’s systems reduce risk to human operators and enhance mission success.
🎯 Requirements
- • Proven experience in business development or sales within the defence, aerospace, or government technology sector
- • Demonstrated success in managing and closing complex, high-value contracts with military or government entities
- • Deep understanding of defence acquisition processes in Europe, particularly in the Baltics
- • Strong technical aptitude to articulate the value of AI-driven autonomy and unmanned systems to non-technical stakeholders
- • Track record of consistently meeting or exceeding sales quotas in a B2B environment
- • Willingness and ability to travel frequently within the Baltics and internationally
🏖️ Benefits
- • Competitive compensation package with performance-based incentives
- • Opportunity to work with cutting-edge autonomous defence technology used in real-world military operations
- • Global exposure through collaboration with international teams and customers
- • Support for professional development and industry certifications relevant to defence technology sales
Skills & Technologies
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About Shield AI, Inc.
Shield AI develops autonomous systems and artificial intelligence for defense and commercial aviation. Its Hivemind AI pilot enables unmanned aircraft and drones to operate without GPS, communications, or remote pilots. The company’s products include the V-BAT vertical takeoff and landing drone and software for fighter aircraft autonomy. Founded in 2015, Shield AI serves U.S. and allied military forces, focusing on contested environments and battlefield applications. The company integrates machine learning, sensor fusion, and edge computing to provide resilient, intelligent platforms for intelligence, surveillance, reconnaissance, and strike missions.
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