Product Strategy & Operations Sr. Lead, Advanced Programs (R6510)

📍 Job Overview

Job Title: Product Strategy & Operations Sr. Lead, Advanced Programs (R6510)

Company: Shield AI

Location: Dallas, Texas, United States

Job Type: Full Time Employee

Category: Revenue Operations / Sales Operations / GTM Strategy

Date Posted: 2026-11-03

Experience Level: 10+ Years

Remote Status: On-site

🚀 Role Summary

• This role is pivotal in shaping and executing the strategy and operational cadence for Shield AI's Advanced Programs division, focusing on high-value defense contracts.

• It involves leading complex, cross-functional proposal development efforts, translating intricate customer requirements into compelling, compliant winning proposals.

• The position requires a strategic thinker with robust operational discipline to manage capture activities, vet opportunities, and drive proposal execution from inception to submission.

• This role serves as a critical bridge between business development, engineering, and executive leadership, ensuring alignment and driving successful GTM outcomes in the defense sector.

📝 Enhancement Note: This role blends strategic product planning with rigorous operational execution, a common hallmark of senior GTM and Sales Operations leadership in specialized industries like defense-tech. The emphasis on "Advanced Programs" suggests a focus on complex, high-stakes opportunities requiring meticulous strategy and operational management.

📈 Primary Responsibilities

• Partner with Capture Leads and business leaders to develop comprehensive proposal strategies, including win themes, discriminators, customer-focused value propositions, and persuasive proposal narratives.

• Lead and orchestrate cross-functional proposal teams, encompassing Business Development, Engineering, Program Management, Customer Engagement, Finance, Contracts, and other critical functions, ensuring seamless collaboration and efficient workflow.

• Translate complex customer mission needs, operational requirements, acquisition strategies, evaluation criteria, and technical constraints into compliant, compelling, and differentiated proposal content.

• Establish and meticulously manage integrated proposal plans, schedules, compliance matrices, content outlines, writing assignments, review cycles (blue team, black hat, pink, red, gold), production plans, and submission activities.

• Develop leadership-ready strategy presentations, pursuit-planning materials, internal decision-support products, and capture artifacts that clearly articulate the strategic direction and win probability.

• Drive the development of analytically rigorous responses to RFIs, RFPs, RFQs, white papers, capability statements, and other essential customer-facing materials, ensuring accuracy and strategic alignment.

• Facilitate and lead all phases of proposal reviews, preparing review teams, adjudicating comments, and driving corrective actions to ensure proposal quality and compliance.

• Monitor and actively qualify relevant government and consortium opportunities through platforms like SAM.gov, customer distribution lists, industry channels, and consortium networks.

• Support the development and maintenance of capture trackers, reporting mechanisms, operating cadences, and dashboards to provide clear visibility into active pursuits and proposal progress.

• Contribute to knowledge management initiatives, developing and maintaining reusable capture tools, templates, content, and best practices to enhance future proposal efforts.

📝 Enhancement Note: The responsibilities highlight a blend of strategic GTM planning (developing win themes, value propositions) and rigorous operational execution (proposal planning, schedule management, reviews, compliance). This is typical for a senior operations lead in the defense sector, where adherence to strict compliance and detailed process is paramount for success.

🎓 Skills & Qualifications

Education: Bachelor’s degree.

Experience: 12+ years of experience in the defense industry, with a minimum of 3 years in direct proposal management, business development operations, or capture management roles. Experience with large-scale defense prime proposals valued at $250M+ is essential.

Required Skills:

• Active secret clearance with TS/SCI eligibility.

• Proven ability to lead matrixed teams through complex proposal development cycles, effectively managing technical, management, cost, pricing, contracts, and executive stakeholders.

• Demonstrated mastery of proposal compliance, understanding and adherence to customer instructions, evaluation criteria, proposal schedules, volume management, color-team reviews, production, and final delivery processes.

• Exceptional PowerPoint, written communication, editing, and quality-control skills, essential for crafting persuasive and error-free proposal content.

• Strong analytical and conceptual problem-solving skills, with the ability to structure ambiguous problems and translate complex information into actionable outputs for strategic decision-making.

• A high degree of ownership, sound judgment, humility, and a strong bias toward action, critical for driving results in a fast-paced environment.

• Ability to convert customer mission needs and engineering solutions into clear, compelling proposal content and differentiated win themes. Preferred Skills:

• Active TS/SCI clearance and direct experience in advanced programs within the defense sector.

• Experience leading large defense-program captures as a prime contractor, particularly for complex platforms like weapons systems.

• Demonstrated expertise in capture strategy, proposal strategy, customer engagement, competitive analysis, price-to-win methodologies, market analysis, and opportunity qualification processes.

• Experience working with non-traditional defense companies, rapid-acquisition pathways, prototyping programs, and transition-to-program-of-record strategies.

📝 Enhancement Note: The qualifications emphasize a deep understanding of the defense procurement lifecycle, including clearance requirements and experience with large prime contracts. The blend of "proposal manager" and "business development operations" points to a need for both tactical execution and strategic operational oversight.

📊 Process & Systems Portfolio Requirements

Portfolio Essentials:

• Demonstrable experience in managing and executing complex proposal processes, ideally with examples of successful large-scale defense prime contract wins.

• Case studies showcasing the ability to translate customer mission needs and technical solutions into compliant and persuasive proposal content, highlighting strategic win themes and differentiators.

• Evidence of establishing and managing integrated proposal plans, schedules, and review cycles, demonstrating strong project management and operational discipline.

• Examples of developing leadership-ready strategy presentations and capture artifacts, illustrating the ability to synthesize complex information for executive decision-making.

• Proof of effective cross-functional team leadership and collaboration in proposal development, showcasing the ability to align diverse stakeholders towards a common goal. Process Documentation:

• Detailed documentation of proposal lifecycle management processes, including opportunity qualification, strategy development, content creation, review cycles, and submission procedures.

• Workflow designs for managing RFI/RFP responses, demonstrating a structured approach to compliance, content generation, and quality control.

• Frameworks for establishing and maintaining capture trackers, reporting mechanisms, and operating cadences to ensure clear visibility and proactive management of active pursuits.

• Methodologies for facilitating and leading proposal reviews (e.g., blue team, red team), including best practices for preparation, adjudication, and corrective action implementation.

📝 Enhancement Note: For a role like this, a portfolio would ideally showcase the candidate's ability to manage complex, multi-stakeholder processes (like proposal development) from start to finish, with a strong emphasis on strategic alignment and measurable outcomes (winning contracts).

💵 Compensation & Benefits

Salary Range: $165,000 - $250,000 per year.

Benefits:

• Bonus potential: Eligibility for performance-based bonuses.

• Equity: Opportunity to receive company stock options or grants.

• Health Insurance: Comprehensive health, dental, and vision insurance plans.

• Temporary benefits package: Applicable after 60 days of employment for temporary employees.

• Other benefits may include paid time off, retirement savings plans, and professional development opportunities.

Working Hours: Standard full-time hours are expected to be around 40 hours per week, though the nature of proposal and defense program work may require flexibility and extended hours during critical periods.

📝 Enhancement Note: The salary range is competitive for a senior-level role in the defense-tech industry, particularly in a high-cost-of-living area or specialized field. The inclusion of bonus, equity, and comprehensive health benefits aligns with industry standards for attracting and retaining top talent in critical GTM and operations roles. The mention of temporary benefits and the distinction between full-time and temporary employee packages indicates a structured compensation approach.

🎯 Team & Company Context

🏢 Company Culture

Industry: Defense-tech, Artificial Intelligence, Aerospace. Shield AI operates at the cutting edge of defense technology, developing intelligent systems for military applications, including autonomous aircraft and simulation software. This high-stakes environment demands innovation, precision, and a commitment to national security.

Company Size: Shield AI is a growing venture-backed company, indicating a dynamic and fast-paced environment with significant potential for impact and career advancement.

Founded: Shield AI was founded in 2018. This relatively recent founding suggests a culture of agility, rapid growth, and a willingness to challenge established norms in the defense sector.

Team Structure: The Advanced Programs Division likely operates with a matrixed structure, requiring close collaboration between specialized functions such as Business Development, Engineering, Program Management, Customer Engagement, Finance, and Contracts. This structure necessitates strong leadership and communication skills from the Sr. Lead to ensure cohesive execution.

Methodology: The company's mission-driven approach in defense-tech implies a focus on rigorous problem-solving, data-driven decision-making, and a commitment to delivering high-quality, reliable solutions. Operations within this division will likely emphasize efficiency, compliance, and strategic alignment with customer needs and evolving defense requirements.

Company Website: www.shield.ai

📝 Enhancement Note: Shield AI's focus on AI and defense implies a culture that values technical expertise, innovation, and a strong sense of mission. The "Advanced Programs" designation suggests a focus on cutting-edge, often classified, projects requiring a high degree of discretion and strategic foresight.

📈 Career & Growth Analysis

Operations Career Level: This is a Senior Lead position, indicating a significant level of responsibility and autonomy. The role requires strategic input, leadership of cross-functional teams, and direct impact on major business pursuits. It represents a mid-to-senior level within the operations and GTM strategy function.

Reporting Structure: The Sr. Lead will likely report to a Director or VP of Advanced Programs, Business Development, or Strategy. They will work closely with various department heads and executive leadership, providing crucial support for strategic decision-making.

Operations Impact: The core impact of this role is driving revenue growth through the successful capture of major defense contracts. By ensuring compelling, compliant proposals and effective capture strategies, this position directly influences Shield AI's ability to secure significant business opportunities and expand its market presence in the defense sector.

Growth Opportunities:

• Specialization: Deepen expertise in specific defense acquisition pathways, advanced program capture, or AI/autonomy product strategy.

• Leadership: Progress to more senior leadership roles within the Advanced Programs division, potentially managing larger teams or broader portfolios.

• Strategic Influence: Play a more significant role in shaping Shield AI's overall business development strategy and market positioning in the defense sector.

• Skill Development: Gain extensive experience in high-stakes negotiation, complex program management, and advanced GTM strategies within a rapidly evolving technology landscape.

📝 Enhancement Note: This role offers a clear path for growth within a specialized and high-impact area of the defense industry. The combination of strategic and operational responsibilities provides a robust foundation for future leadership roles.

🌐 Work Environment

Office Type: This is an on-site role, suggesting a collaborative office environment typical of defense contractors where security, team integration, and focused work are prioritized.

Office Location(s): Dallas, Texas. This location likely offers access to a skilled workforce and proximity to relevant industry partners or government facilities.

Workspace Context:

• The workspace will likely be equipped with the necessary tools and technology for high-level strategic planning, proposal development, and collaboration, including secure communication channels and presentation facilities.

• Expect a dynamic environment with regular interaction with cross-functional teams, including engineers, business developers, program managers, and executive leadership.

• The nature of defense contracting may involve secure facilities and adherence to specific security protocols.

Work Schedule: While a standard 40-hour work week is the baseline, the demands of proposal deadlines, tight government timelines, and the critical nature of advanced programs will likely necessitate flexibility and occasional extended work hours. The role requires a commitment to meeting aggressive deadlines.

📝 Enhancement Note: The on-site requirement in Dallas, combined with the defense industry context, suggests a professional, secure, and collaborative work environment. The emphasis on meeting deadlines is a key aspect of this type of role.

📄 Application & Portfolio Review Process

Interview Process:

• Initial Screening: A review of your resume and application by the Talent Acquisition team to assess alignment with core requirements, including experience level, clearance, and industry background.

• Hiring Manager Interview: A discussion with the hiring manager to delve deeper into your experience with proposal management, capture strategy, and cross-functional leadership in the defense sector. Expect scenario-based questions related to managing complex proposals.

• Cross-functional Panel Interviews: Interviews with key stakeholders from Business Development, Engineering, Program Management, and potentially Contracts/Finance. These interviews will assess your ability to collaborate, communicate effectively across diverse functions, and understand technical and business nuances.

• Executive Review/Presentation: A potential final stage involving a presentation of a past proposal success or a strategic response to a hypothetical scenario, demonstrating your strategic thinking, communication skills, and understanding of the defense procurement process to senior leadership.

• Background and Clearance Verification: Thorough checks to confirm security clearance and relevant background information.

Portfolio Review Tips:

• Focus on Impact: Showcase specific examples of successful proposals you managed or significantly contributed to, quantifying outcomes where possible (e.g., contract value, win rate).

• Process and Strategy: Detail your role in developing proposal strategies, win themes, and the operational processes you implemented to ensure compliance and quality.

• Cross-functional Leadership: Highlight instances where you effectively led or influenced matrixed teams, managing diverse stakeholders and resolving conflicts.

• Defense Sector Relevance: Prioritize examples from the defense industry, demonstrating familiarity with RFPs, RFIs, compliance requirements, and government contracting nuances.

• Clarity and Conciseness: Present your portfolio in a clear, organized manner, using visuals and concise descriptions to convey complex information effectively.

Challenge Preparation:

• Be prepared for potential case studies or exercises that simulate proposal development scenarios, requiring you to outline a strategy, identify risks, or develop a compliance matrix under a tight timeframe.

• Practice articulating your thought process for problem-solving, especially concerning ambiguous requirements or complex stakeholder management.

• Familiarize yourself with Shield AI's products and their strategic positioning in the defense market to demonstrate genuine interest and understanding.

📝 Enhancement Note: The interview process will likely be rigorous, reflecting the high stakes of the role and the defense industry. A well-prepared portfolio showcasing direct experience with defense proposals and capture strategies is crucial for success.

🛠 Tools & Technology Stack

Primary Tools:

• Proposal Management Software: Experience with platforms like ProPricer, ProposalWorks, or similar specialized tools for tracking, compliance, and content management.

• Project Management Tools: Proficiency in tools such as Asana, Jira, Trello, or Microsoft Project for managing proposal schedules, tasks, and team assignments.

• Collaboration Suites: Expertise in Microsoft Office Suite (especially PowerPoint, Word, Excel) and Google Workspace for document creation, editing, and collaboration.

• CRM Systems: Familiarity with CRM platforms (e.g., Salesforce) for understanding customer engagement, opportunity tracking, and pipeline visibility, though direct CRM management may not be the primary focus.

Analytics & Reporting:

• Business Intelligence Tools: While not explicitly stated, proficiency in interpreting data from BI tools or custom dashboards for tracking proposal progress, win rates, and pipeline health would be beneficial.

• Data Analysis: Ability to analyze data related to market trends, competitive landscapes, and customer requirements to inform proposal strategy.

CRM & Automation:

• Document Management Systems: Experience with secure document repositories and version control systems is essential for managing proposal artifacts.

• Communication Platforms: Proficiency with tools like Slack, Microsoft Teams, or similar for real-time cross-functional team communication.

📝 Enhancement Note: The technology stack emphasizes tools for project management, document creation, and secure collaboration, reflecting the operational demands of proposal development. Familiarity with defense-specific proposal software is a significant advantage.

👥 Team Culture & Values

Operations Values:

• Extreme Ownership: A strong commitment to taking responsibility for outcomes, driving initiatives to completion, and proactively addressing challenges.

• Discipline & Execution: A focus on meticulous planning, adherence to processes, and consistent, high-quality execution, particularly in proposal development and delivery.

• Collaboration: A dedication to working effectively across diverse teams (Engineering, BD, Finance, Contracts) to achieve shared objectives.

• Customer Focus: An understanding that proposals must be deeply tailored to customer needs, mission requirements, and evaluation criteria.

• Integrity & Compliance: Upholding the highest ethical standards and ensuring strict adherence to government regulations and proposal guidelines.

Collaboration Style:

• Matrixed Team Leadership: The ability to lead and influence individuals without direct reporting authority, fostering a collaborative environment focused on achieving proposal objectives.

• Proactive Communication: Maintaining open and transparent communication channels with all stakeholders, providing timely updates and soliciting feedback.

• Constructive Feedback: Engaging in and facilitating constructive feedback loops during review cycles to improve proposal quality and team performance.

• Mission-Oriented: A shared understanding and commitment to the company's mission of protecting service members and civilians, driving a collective sense of purpose.

📝 Enhancement Note: The company values emphasize a results-oriented, disciplined, and collaborative approach, which is critical for success in the defense sector where precision and teamwork are paramount.

⚡ Challenges & Growth Opportunities

Challenges:

• Compressed Timelines: Navigating and executing complex proposal development under tight government-mandated deadlines.

• Complex Requirements: Translating highly technical and often ambiguous customer requirements into clear, compelling, and compliant proposal narratives.

• Cross-functional Alignment: Effectively managing and aligning diverse stakeholders with potentially competing priorities within a matrixed organization.

• Competitive Landscape: Differentiating Shield AI's offerings and win strategies in a highly competitive defense market.

• Evolving Technology & Acquisition: Staying abreast of rapid advancements in AI/defense technology and changes in government acquisition strategies.

Learning & Development Opportunities:

• Advanced Capture & Proposal Methodologies: Gaining deeper expertise in advanced capture strategies, win-loss analysis, and sophisticated proposal development techniques.

• Defense Acquisition Landscape: Expanding knowledge of various government contracting vehicles, rapid prototyping programs, and transition-to-program-of-record strategies.

• Product Strategy Integration: Deepening understanding of how product roadmaps and technical capabilities translate into compelling GTM strategies for advanced defense programs.

• Leadership Development: Opportunities to lead larger, more complex pursuits and mentor junior team members, building leadership capabilities.

• Industry Engagement: Potential to engage with industry events, conferences, and customer interactions to broaden network and market insights.

📝 Enhancement Note: This role presents significant challenges inherent to the defense industry, offering substantial growth opportunities for professionals who thrive in high-pressure, strategic environments.

💡 Interview Preparation

Strategy Questions:

• "Describe a complex defense proposal you led from strategy development through submission. What were the key win themes, and how did you ensure compliance and message consistency?"

• "How would you approach developing a capture strategy for a new, potentially ambiguous opportunity in the defense sector, given limited initial information?"

• "Walk me through your process for managing and adjudicating feedback during proposal color-team reviews to ensure a cohesive and compelling final submission."

• "How do you balance the need for speed and agility in proposal development with the requirement for rigorous compliance and quality control in defense contracting?" Company & Culture Questions:

• "What interests you about Shield AI's mission and its role in the defense-tech industry?"

• "How do you approach building trust and driving collaboration with engineering teams who may have different priorities than business development?"

• "Describe a situation where you had to influence senior leadership to adopt a particular strategy or approach. What was the outcome?"

• "How do you embody 'extreme ownership' in your day-to-day work and when facing significant challenges?" Portfolio Presentation Strategy:

• Structure Your Case Studies: For each example, clearly define the challenge (customer need/RFP), your role and strategy, the operational process you managed, the key outcomes (win/loss, contract value), and lessons learned.

• Quantify Impact: Use metrics whenever possible to demonstrate the scale and success of your contributions (e.g., contract value, proposal win rate, efficiency improvements in process).

• Highlight Operational Excellence: Emphasize the processes you implemented or managed to ensure compliance, quality, and timely delivery. Use flowcharts or diagrams if helpful.

• Showcase Strategic Thinking: Articulate how your strategic input influenced the proposal's win themes and value proposition.

• Be Prepared for Deep Dives: Anticipate questions about specific proposal elements, team dynamics, or challenges encountered.

📝 Enhancement Note: Interview preparation should focus on demonstrating a deep understanding of the defense procurement lifecycle, strong operational execution capabilities, and strategic GTM thinking, supported by concrete examples from past roles.

📌 Application Steps

To apply for this operations position:

• Submit your application through the application link provided on the Shield AI careers page.

• Resume Optimization: Tailor your resume to highlight specific experience in defense proposal management, capture strategy, and operations for large-scale contracts ($250M+). Quantify achievements and use keywords from the job description (e.g., "proposal strategy," "capture management," "compliance," "cross-functional leadership," "SAM.gov," "TS/SCI").

• Portfolio Preparation: Assemble a concise portfolio that showcases your experience with successful defense proposals. Include examples of strategy development, operational process management, cross-functional team leadership, and quantifiable results. Be ready to discuss these in detail.

• Company Research: Deeply research Shield AI's mission, products (Hivemind, V-BAT, X-BAT), recent news, and its position in the defense-tech market. Understand their strategic goals and how this role contributes to them.

• Interview Practice: Prepare to discuss your experience using the STAR method (Situation, Task, Action, Result), focusing on scenarios related to proposal management, strategic planning, and overcoming complex operational challenges. Practice articulating your approach to leadership and collaboration within a defense context.

⚠️ Important Notice: This enhanced job description includes AI-generated insights and operations industry-standard assumptions. All details should be verified directly with the hiring organization before making application decisions.

---