Senior Director of Simulation

Who you are

• 15+ years of B2B sales experience in technically complex domains (simulation, visualization, AI/ML, autonomy, SaaS, aerospace/defense, or similar)
• 5+ years of senior sales leadership, including leading through transformation, integration, or scaling phases
• Proven success integrating or scaling acquired sales teams and driving consistent revenue growth
• Strong technical credibility with engineering, product, and operational stakeholders
• Deep understanding of GTM fundamentals (segmentation, coverage, pipeline strategy, positioning)
• Demonstrated ability to sell complex, multi-product/platform solutions
• Excellent executive communication and cross-functional leadership
• 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

What the job involves

• 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
• Gym Discount (San Diego)
• Onsite Gym (DC)
• Free Parking
• Competitive Compensation
• 401K Services and Match
• Stock Benefits