Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software, V-BAT and X-BAT aircraft, and Aechelon simulation and synthetic reality technologies. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI's technology actively supports operations worldwide. For more information, visit Follow Shield AI on LinkedIn, X, Instagram, and YouTube.
Job Description:Shield AI is seeking an
Capture Portfolio Analyst, X-BAT Family of Systems (FoS) to strengthen the analytical rigor, long-range planning, and operating discipline of the X-BAT FoS Capture organization.
As a core member of the X-BAT FoS Capture team, you will partner closely with the X-BAT FoS Capture Organization to maintain a high-confidence view of the current and future opportunity pipeline and assist in driving decisive action across the portfolio. You will turn pipeline data into actionable insights that inform prioritization, resource decisions, revenue planning, and long-term growth strategy.
This role owns the integrity and quality of X-BAT FoS portfolio pipeline information in Salesforce and related reporting tools and will establish the standards, review the data for completeness and credibility, identify gaps or inconsistencies, and drive corrective actions across the portfolio.
The ideal candidate brings strong analytical skills, experience working with CRM and business-planning data, comfort partnering with Finance, and the ability to translate complex information into clear recommendations. This role will help ensure X-BAT FoS maintains a resilient pipeline across near-term pursuits and a three- to ten-year opportunity horizon.
What you'll do:Capture Portfolio Strategy and Management
- Maintain an integrated view of the X-BAT FoS opportunity pipeline across near-term, mid-term, and long-range pursuits.
- Analyze opportunities using criteria including timing, estimated value, probability of win, market attractiveness, strategic relevance, expected revenue contribution, and resourcing requirements.
- Partner with the X-BAT FoS Capture Organization to identify priority opportunities, inform portfolio trade-space decisions, and recommend actions to strengthen the pipeline.
- Track changes in opportunity value, timing, stage progression, probability of win, customer funding, and other factors that affect forecast confidence.
- Identify pipeline gaps, timing shortfalls, concentration risks, single-point dependencies, and opportunities that lack sufficient capture activity or next steps.
- Recommend actions to create pipeline resilience, including alternate pursuits, adjacent customers, related mission areas, acquisition pathways, partner opportunities, and additional sources of demand.
- Maintain a forward-looking view of the X-BAT FoS opportunity space across a multi-year horizon and help identify and track actions needed to mature early opportunities into successful capture efforts.
Salesforce Data Quality and Reporting
- Serve as the X-BAT FoS Capture organization's lead for pipeline-data integrity, reporting standards, and Salesforce opportunity-management discipline.
- Establish and maintain common expectations for opportunity stages, required data fields, forecast assumptions, probability assessments, next steps, and update cadence.
- Review Salesforce opportunity records for accuracy, completeness, consistency, and credibility; coordinate with account and opportunity owners to correct gaps, stale data, and unsupported assumptions.
- Develop and maintain concise dashboards, trackers, and pipeline-review products that provide visibility into portfolio health, capture status, forecast changes, and key risks.
- Partner with enterprise business-systems teams, as required, to improve reports, dashboards, workflows, and data structures that support X-BAT FoS pipeline management.
- Maintain common definitions, reporting guidance, and pipeline-management best practices across the organization.
Finance and Revenue Planning
- Partner closely with Finance to ensure a clear, traceable connection between Salesforce opportunity data, bookings assumptions, revenue forecasts, customer funding expectations, and long-range financial plans.
- Reconcile pipeline assumptions, forecast timing, probability assessments, and anticipated award values with financial-planning inputs and revenue-recognition assumptions.
- Support scenario analysis to assess the effect of opportunity delays, funding changes, competitive losses, scope changes, and alternate capture outcomes on the X-BAT FoS forecast.
- Help maintain a recurring pipeline-to-finance review cadence and track resulting actions, decisions, and assumption changes.
Pipeline Risk and Operating Rigor
- Identify risks to current and future pipeline health, including schedule uncertainty, customer-funding risk, acquisition delays, competitive pressure, overreliance on a limited number of pursuits, and insufficient capture activity.
- Develop risk-mitigation recommendations and contingency plans with capture leads, account owners, Finance, business development, programs, and other stakeholders.
- Support recurring pipeline reviews through time-phased analyses and dashboards that show opportunity maturation, anticipated awards, bookings, backlog, revenue contribution, key decisions, and follow-up actions.
- Support knowledge management by maintaining pipeline assumptions, opportunity histories, risk registers, and lessons learned from wins, losses, cancellations, and schedule slips.
Required qualifications:- Bachelor's degree with 8+ years of relevant experience, Master's degree with 6+ years of relevant experience, or PhD with 3+ years of relevant experience.
- Experience in business development, capture, sales operations, program management, finance, consulting, or another analytical operating environment.
- Strong analytical and problem-solving skills, including the ability to evaluate incomplete or changing data and develop clear, actionable recommendations.
- Experience using Salesforce to analyze opportunity data, maintain pipeline visibility, develop reports or dashboards, and support business-planning decisions.
- Strong proficiency in Microsoft Excel and PowerPoint, including development of concise analyses, trackers, dashboards, and briefing materials.
- Demonstrated ability to manage data quality, establish reporting standards, and coordinate updates across multiple record owners or stakeholders.
- Experience evaluating opportunities based on timing, value, probability, customer funding, strategic relevance, and expected business impact.
- Experience leading and delivering cross-functional deliverables, decision points, and follow-up actions across multiple concurrent efforts.
- U.S. citizenship required, with the ability to obtain and maintain a security clearance.
Preferred qualifications:- Experience supporting U.S. Government capture, defense business development, or government-contracting pipeline management.
- Aviation, aerospace, defense, autonomy, uncrewed systems, tactical aviation, mission systems, AI-enabled capability, or advanced-manufacturing experience.
- Familiarity with DoD or U.S. Government acquisition processes, budget cycles, requirements development, solicitations, and program-of-record pathways.
- Experience developing or improving Salesforce reports, dashboards, opportunity-management processes, data governance, workflow automation, or CRM reporting.
- Experience supporting domestic and international defense pursuits, including Foreign Military Sales, Direct Commercial Sales, or allied defense-market development.
$130,000 - $240,000 a year
San Diego, CA/Dallas, TX/Washington, D.C./Boston, MA pay range: $130,000 - 200,000
San Mateo, CA and Seattle, WA pay range: $160,000 - $240,000
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Full-time regular employee offer package:
Pay within range listed + Bonus + Benefits + Equity
Temporary employee offer package:
Pay within range listed above + temporary benefits package (applicable after 60 days of employment)
Salary compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, licenses and certifications, and specific work location. All offers are contingent on a cleared background and possible reference check. Military fellows and part-time employees are not eligible for benefits. Please speak to your talent acquisition representative for more information.
Shield AI is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status. If you have a disability or special need that requires accommodation, please let us know.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
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