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 www.shield.ai https://shield.ai/. Follow Shield AI on LinkedIn https://www.linkedin.com/company/shield-ai, X https://x.com/shieldaitech, Instagram https://www.instagram.com/shield_ai, and YouTube https://www.youtube.com/@Shield_AI.
JOB DESCRIPTION:
The Senior Analyst, U.S. Market Intelligence & Price-to-Win develops and sustains Shield AI's integrated understanding of U.S. defense funding, competition, and pricing for the X-BAT Family of Systems. The role turns primary-source budget data, competitor intelligence, program history, and market evidence into decision-ready inputs for strategy, capture, pricing, and go-to-market leaders.
This is a cumulative knowledge role, not a series of one-off studies. The analyst maintains an authoritative U.S. budget, competitive, and PTW knowledge base and keeps it current across the full budget and acquisition cycle, from President's Budget release through congressional marks, enactment, execution, competitions, and awards.
U.S. X-BAT FoS GTM leads own their customers, captures, and final pricing posture. This role owns the analytic layer beneath those decisions: the integrated view of available funding, competitors, likely bid strategies, and defensible Price-to-Win positions. It is a pre-award enablement role and is not the primary customer or congressional interface.
What you'll do:
-
- Own the integrated U.S. market picture. Maintain one product-line-aligned view of DoW funding, competitors, programs, acquisitions, awards, and pricing signals relevant to the X-BAT Family of Systems.
- Lead U.S. budget intelligence. Track requested, marked, appropriated, and executed resources across the PPBE and congressional cycle, including budget releases, marks, enactment, execution, reprogrammings, and budget line item adjustments.
- Work from primary budget sources. Extract and interpret data from J-books, P-1/R-1/O-1 exhibits, committee reports and marks, appropriations acts, reprogramming actions, and OMB and Treasury reporting.
- Lead competitive intelligence. Develop and maintain competitor profiles, product-line baselines, differentiation analyses, competitor courses of action, teaming maps, and market assessments for the U.S. defense market.
- Lead Price-to-Win analysis. Build and defend PTW positions for priority pursuits, including competitor cost structures, likely bid strategies, most-probable price ranges, and pricing sensitivities, and translate them into recommendations on scope, teaming, and pricing posture.
- Deliver integrated assessments. Combine budget, competitive, program, and company financial data into coherent judgments for pursuit shaping, capture reviews, proposal color teams, gate reviews, and executive decisions.
- Curate the knowledge base. Design and maintain a cumulative, structured, queryable repository of U.S. budget, competitive, market, and PTW content using AI-enabled tools for ingestion, organization, and upkeep.
- Publish on cadence and on demand. Deliver recurring cycle-event and market updates, while responding to fast-turn requests for funding, competitive, and PTW analysis.
- Support a culture of accountability, urgency, collaboration, and continuous improvement.
Decision rights and interfaces:
- This role is accountable for the integrated U.S. budget and competitive picture for the X-BAT Family of Systems; PTW positions and pricing recommendations on assigned U.S. pursuits; recurring intelligence products; the curated knowledge base; and rapid-turn analysis supporting pursuit and executive decisions.
U.S. GTM leads are accountable for customer relationships and engagement strategy, win strategy, proposal content, the bid/no-bid recommendation, and final pricing posture for their pursuits.
Government Relations is accountable for the comprehensive DoW budget picture and engagement with congressional staff, OSD, and the Services; this role provides product-line analysis and does not lead those engagements.
Finance and Contracts are accountable for internal pricing policy, cost buildup, financial planning, and contracting terms; this role provides the external funding, competitive, and pricing baseline that informs those decisions.
The International Market Intelligence Analyst is accountable for maintaining allied and partner-nation budget and competitive data; this role coordinates methods and integrates relevant context when required.
Engineering and Product are accountable for technical solution definition and performance commitments that shape the competitive comparison.
External customer and congressional engagement by this role is in support of, and at the invitation of, the responsible GTM lead or Government Relations owner.
Required qualifications:
-
- 6–10 years of experience spanning competitive intelligence, defense budget analysis, capture strategy, market assessment, Price-to-Win, or closely related work in defense or aerospace.
- Demonstrated prior experience conducting Price-to-Win analysis on active captures, including competitor cost modeling, bid strategy analysis, and most-probable-price recommendations used by capture and pricing leadership.
- Deep working familiarity with the U.S. defense budget process, including PPBE and the congressional authorization and appropriations cycle, and experience analyzing primary budget documents.
- Demonstrated experience in competitive intelligence, market assessment, and product differentiation analysis in aerospace, unmanned, or autonomous systems.
- Familiarity with parametric cost