Shield AI is not your typical defense contractor. Founded in 2015, this venture-backed deep-tech company has grown rapidly by focusing on one clear mission: protecting service members and civilians through intelligent autonomous systems. The Territory Business Development Manager USMC role sits at the center of that mission, driving growth across one of the most demanding branches of the U.S. military.
This is a fully remote position with significant responsibility. You own the pipeline. You own the bookings target. The role is quota-carrying, high-stakes, and built for professionals who want real ownership over outcomes.
Understanding Shield AI as a Company
Shield AI operates across the U.S., Europe, the Middle East, and the Asia-Pacific region. Its product portfolio includes the V-BAT and X-BAT unmanned aircraft, along with the Hivemind Enterprise and Hivemind Vision product lines. These are not prototype technologies sitting in labs. They actively support military operations worldwide.
The company is still venture-backed, which means it moves with startup speed inside a defense-focused framework. Decisions happen faster here than at traditional prime contractors. That energy shapes everything about the culture, including how this business development role operates day to day.
Company Culture at Shield AI
Shield AI attracts people who care deeply about national security. The culture is mission-driven at its core, which means the work carries weight beyond revenue numbers. Employees consistently describe a sense of purpose that ties individual performance to real-world outcomes for warfighters.
The company values high ownership. People who prefer structured, top-down environments often find this culture challenging. Those who thrive under autonomy and accountability tend to excel quickly here.
Collaboration across functions is a defining feature. The growth team includes former senior military leaders who bring acquisition expertise and deep relationships across the USMC ecosystem. As a Territory Business Development Manager, you work alongside these leaders regularly, which creates a unique learning environment for anyone serious about defense sales.
The Work Environment for This Role
This position is fully remote, which offers flexibility but also demands discipline. You are not reporting to a central office each morning. Instead, you manage your own schedule around customer engagements, internal coordination, and pipeline execution.
Remote work at Shield AI does not mean isolated work. The role requires constant engagement with USMC stakeholders, program offices, and internal cross-functional teams. Expect regular travel to military installations, industry events, and Shield AI facilities. The remote label reflects your home base, not your weekly routine.
The pace is intense. Shield AI's startup DNA means expectations are high and timelines move quickly. If you come from a large defense prime where procurement cycles stretch across years of slow-moving bureaucracy, the contrast here will be noticeable from day one.
Team Structure and How You Fit In
The Shield AI growth team is structured to separate market strategy from opportunity execution. Former senior military leaders handle strategic access and introductions across the USMC ecosystem. The Territory Business Development Manager takes those introductions and converts them into funded procurement.
This division of labor is intentional. It means you are not starting cold. You have internal support from people who understand how the Marine Corps buys, who the decision-makers are, and where the funding lives. Your job is to close.
Key internal partners for this role include:
- The broader growth and business development team
- Product and engineering teams for technical proposal support
- Contracts and legal teams managing deal structures
- Senior leadership who stay engaged on major opportunities
The team structure rewards people who can navigate both the external defense acquisition world and internal cross-functional dynamics simultaneously.
What the Day-to-Day Work Actually Looks Like
A typical week in this role blends customer-facing activity with internal execution. You are identifying new USMC opportunities, advancing existing pipeline, and working through complex procurement processes at the same time.
Some days focus on stakeholder engagement, visiting Marine Corps commands or attending acquisition forums. Other days center on internal collaboration, syncing with product teams, drafting capture strategies, or reviewing proposal inputs.
The role carries a direct quota tied to USMC revenue growth. That accountability shapes your priorities constantly. Pipeline health, opportunity stage advancement, and deal closures are the metrics that define success here. You are not measured by activity alone. Results drive performance reviews and compensation outcomes.
Skills and Background Shield AI Values for This Role
The ideal candidate brings a specific combination of military knowledge and commercial sales ability. Shield AI is looking for someone who understands how the Marine Corps operates, how it buys, and what problems matter most to the warfighter.
Backgrounds that align well with this role include:
- Prior USMC service, especially in roles with acquisition or operational technology exposure
- Defense industry sales experience with unmanned systems or autonomy software
- Experience navigating government procurement processes including OTAs and PMs
- A demonstrated track record of closing complex, multi-stakeholder defense contracts
- Strong relationship networks within USMC commands or supporting acquisition offices
Technical fluency matters here. You do not need to be an engineer, but understanding autonomous systems at a level that allows credible customer conversations is essential. Shield AI sells sophisticated technology to sophisticated buyers.
Growth Opportunities Inside Shield AI
Shield AI's rapid expansion creates real upside for strong performers. The company is scaling its autonomy portfolio and pursuing new military customers globally. A Territory Business Development Manager who builds and closes a strong USMC pipeline positions themselves well for broader leadership responsibility over time.
The proximity to senior leadership here is notable. In a company of this size and growth stage, individual contributors regularly interact with executives and founders. That visibility accelerates career development for people who perform and communicate well.
Compensation structure reflects the growth opportunity. The role offers a base salary plus significant variable compensation tied directly to revenue outcomes. Equity participation is also part of the package, which means strong performers benefit directly from the company's valuation growth over time.
Work-Life Balance Realities
Honest reporting matters here. This is not a low-intensity role. The combination of a quota, a remote structure, and a high-growth company creates real pressure on your time and energy. Professionals who need clear boundaries between work hours and personal time may find the demands difficult to manage.
That said, the remote setup does provide flexibility that office-based defense jobs typically do not. Scheduling autonomy allows you to structure your day around personal priorities when customer and internal demands allow it. The flexibility is real, even if the workload is heavy.
Shield AI's culture does not celebrate burnout for its own sake. The mission focus tends to attract people who are genuinely energized by the work, which makes the intensity feel more sustainable for the right person. The key question is whether your personal values and energy align with what Shield AI is building.
Is This Role Right for You
The Territory Business Development Manager USMC role at Shield AI is built for a specific type of professional. You need military credibility, sales drive, and genuine belief in autonomous systems as a warfighting capability. The company offers meaningful work, strong compensation, and real career upside for the right candidate.
Explore the full job posting and apply directly through this link on RemoteOK to learn more about the current opening.
