Senior Director of Sales

About Shield AI     Founded in 2015, Shield AI is a venture-backed defense technology company focused on protecting service members and civilians with intelligent systems. Its flagship autonomy software, Hivemind, powers aircraft, drones, and other platforms, enabling complex missions with high reliability in contested environments. With offices in San Diego, Dallas, Washington, D.C., and internationally, Shield AI’s products actively support U.S. and allied operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn,Twitter, and Instagram.   
Shield AI is seeking an accomplished Senior Director of Sales to establish and lead a new sales division, driving revenue growth and operational excellence while defining our go-to-market (GTM) strategy. Reporting directly to the CTO, this pivotal role will lay the foundation for the Hivemind Product organization, collaborating with Marketing, Customer Engagement, Engineering, Product, and Finance to ensure alignment with Shield AI’s strategic objectives. 
The ideal candidate is a results-driven leader with a proven track record in high-growth SaaS environments, exceptional analytical and problem-solving skills, and the ability to inspire and develop high-performing teams. This is an exciting opportunity to make a transformative impact in a mission-driven, fast-paced organization. 

Sales Strategy:

• Develop and execute a comprehensive sales strategy aligned with company objectives, including segmentation, coverage models, and competitive positioning. 
• Partner with the CTO and VP of Product to shape strategic initiatives and operational priorities. 
• Utilize customer data and market insights to identify growth opportunities and set ambitious sales targets. 
• Design and optimize sales processes, quota planning, and compensation structures to drive exceptional results. 

Sales Leadership

• Build and scale the Sales division, establishing and implementing best practices to achieve financial and operational goals. 
• Refine and oversee forecasting, pipeline management, and deal execution processes. 
• Optimize sales tools and workflows to improve efficiency and support scalability. 
• Lead sales enablement initiatives, equipping the team with the resources, training, and tools to thrive. 
• Recruit, mentor, and develop top-performing talent, fostering a culture of accountability, innovation, and continuous improvement. 

Analytics and Reporting

• Drive accurate forecasting practices to enable data-driven decision-making. 
• Establish and monitor performance metrics (e.g., OKRs, revenue impact) via dashboards and structured reviews (MBRs, QBRs). 
• Continuously evolve sales systems and processes to support future growth. 

Cross-Functional Collaboration

• Collaborate with Marketing, Customer Success, Finance, and other teams to align sales efforts with company-wide objectives. 
• Leverage data insights to improve customer acquisition, retention, and upsell strategies. 

Required Qualifications

• 15+ years of experience in high-growth B2B SaaS organizations. 
• 5+ years of management experience. 
• Demonstrated success in building sales teams or divisions from the ground up. 
• Expertise in compensation planning, territory assignments, and capacity modeling. 
• Strong technical aptitude and experience optimizing sales tools and systems. 
• Exceptional analytical skills, with the ability to translate insights into actionable strategies. 
• Outstanding communication and influencing skills, particularly with senior leadership. 
• Proven ability to drive operational improvements and manage change at scale. 
• Bachelor’s degree required. 

Total package details for U.S. based positions: - Regular employee positions: Salary within range listed above + Bonus + Benefits + Equity - Temporary employee positions: Hourly within range listed above + temporary benefits package (applicable after 60 days of employment) - Interns/Military Fellows/Part-time not eligible for bonus, benefits or equity
Total package details for International positions which are roles based outside of the United States (where applicable): - International premium, hardship differential, cost of living differential, living quarters allowance, foreign service transfer allowance, equity, international benefits, visa assistance, and relocation assistance.
Salary compensation is influenced by a wide array of factors including but not limited to skill set, level