- Shield AI is seeking a senior sales leader to lead and scale the International Aechelon sales organization. This leader will be responsible for integrating Aechelon into Shield AI’s broader go-to-market strategy, accelerating revenue growth, and building a unified, high-performing sales motion across simulation, visualization, and autonomy solutions
- This role is both transformational and operational—requiring a leader who can stabilize and scale an acquired business, align teams to a common vision, and unlock cross-sell opportunities across Shield AI’s portfolio
- Partnering closely with Product, Engineering, Marketing, Customer Engagement, and Hivemind sales leadership, you will ensure that Aechelon’s offerings are effectively positioned within Shield Ais ecosystem aligned to mission-critical customer outcomes
- Lead and develop the Aechelon International sales team; establish a high-performance culture, clear accountability, and strong coaching discipline
- Drive post-acquisition integration of people, processes, systems, and GTM strategy into Shield AI
- Assess and upgrade talent, roles, and coverage to align with growth objectives
- Own the International GTM plan for Aechelon (segmentation, ICP, account strategy, pipeline generation, positioning)
- Identify and execute cross-sell and bundling opportunities across Aechelon, Hivemind, and broader Shield AI offerings
- Expand footprint across defense, government, and enterprise simulation/training markets
- Establish operating rigor (forecasting, deal reviews, MBRs/QBRs, dashboards, KPIs/OKRs)
- Improve pipeline quality, deal velocity, and forecast accuracy
- Standardize sales processes (qualification, CRM hygiene, deal stages, governance) across the integrated team
- Personally lead key pursuits and executive-level engagements in complex, multi-stakeholder deals
- Build deep relationships with defense agencies, primes, and enterprise customers
- Position Aechelon as a critical component of mission-ready simulation and operational environments
- Expand relationships with Large Systems Integrators (LSIs), primes, and strategic partners
- Enable partner-led growth in simulation, training, and visualization programs
- Align partner strategy with Shield AI’s broader autonomy and platform roadmap
- Partner with Product and Engineering to inform roadmap based on customer needs and market signals
- Align Marketing and Customer Engagement to drive demand generation and customer success
- Serve as a key voice in shaping Shield AI’s integrated platform GTM strategy
- Measures of Success (First 6–12 Months):
- Successful integration of Aechelon sales team into Shield AI operating model, systems, and culture
- Improved forecast accuracy, pipeline hygiene, and operating cadence
- Increased win rates and deal velocity through standardized, repeatable sales motions
- Measurable growth in Aechelon standalone revenue and cross-sell revenue with Shield AI products
- Clear territory, coverage, and account strategy
- Strong leadership bench with defined structure enabling second-line scalability
Benefits
- Excellent Medical Coverage
- Mental Health Employee Assistance Program
- Paid Parental Leave
- Pet Insurance
- Flexible Work Hours
- Onsite Gym (DC)
- Gym Discount (San Diego)
- Free Parking
- Competitive Compensation
- Stock Benefits
- 401K Services and Match
- Proven success integrating or scaling acquired sales teams and driving consistent revenue growth
- Demonstrated ability to sell complex, multi-product/platform solutions
- Strong technical credibility with engineering, product, and operational stakeholders
- Excellent executive communication and cross-functional leadership
- Deep understanding of GTM fundamentals (segmentation, coverage, pipeline strategy, positioning)
- 5+ years of senior sales leadership, including leading through transformation, integration, or scaling phases
- 15+ years of B2B sales experience in technically complex domains (simulation, visualization, AI/ML, autonomy, SaaS, aerospace/defense, or similar)
- Bachelor’s degree required
- Experience in modeling & simulation, synthetic environments, or visualization platforms
- Experience selling into defense, government, aerospace, or mission-critical enterprise environments
- Experience working with Large Systems Integrators (LSIs), primes, and partner ecosystems
- Familiarity with autonomy, training systems, or digital battlefield environments
- Experience driving post-M&A integration and GTM unification
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Senior Director of Simulation (International) employer: Shield
Shield AI is an exceptional employer, offering a dynamic and innovative work environment in the heart of London. As a leader in defense technology, employees benefit from a culture that values creativity and adaptability, with ample opportunities for professional growth and development. The company fosters collaboration across diverse teams and provides unique exposure to high-stakes projects that make a meaningful impact on global security.
