Staff Field Solution Engineer - XBAT - AMER (R6265)
Shield AI · Washington, D.C.
- Base
- $180K–$280K
- OTE
- Not disclosed
- Posted
- Yesterday
Still open · checked 1h agoon Shield AI's careers page
What Shield AI sells
Software that lets drones make their own choices
Defense teams that fly drones often need many people to steer each machine every second of the mission. Hivemind is software that lets aircraft and other robot systems sense what's around them, make choices, and work with each other on their own. The operators can then focus on the mission instead of constantly controlling the machines.
In plain English, from their own job posts. Something wrong? Tell us
More AI & data companies →The Braun Read
Worth a lookSolid on the basics. Use the first call to fill in the gaps.
- Pay
- Base is listed but not OTE. Ask what the variable is and how many people hit it.
- Transparency
- Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
- Pipeline
- Mostly inbound or an assigned book.
- Time on market
- Brand new.
- Company hiring
- 6 sales roles open, hiring at a steady pace.
Red flags
None spotted.
Green flags
- SDR or inbound support. You won't be building all of your own pipeline from zero.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What's the OTE, and what did the median rep earn last year?
Base is what you're guaranteed. OTE and the median show the upside.
- 3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
- 4.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
- 5.
What's a typical deal size and sales cycle?
Together they tell you how many deals it takes to hit your number.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Got an offer from Shield AI? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
The role
Technical pre-sales lead for Shield AI's X-BAT tactical aircraft, supporting early-stage capture with U.S. DoD program offices and foreign governments through RFIs, white papers, and proposals.
Strategic · New Logo · Inbound
Selling motion
Who you're selling to
- Buyer:
- U.S. DoD program offices and foreign governmentsIn their words: “Build and maintain trusted relationships with customer technical stakeholders (including U.S. DoD program offices and foreign governments).”
- Industry:
- Defense and aerospaceIn their words: “5+ years in technical sales, capture, or engineering roles in defense or aerospace industries”
- Company size:
- Strategic
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- OTE
- Quota size
- Quota attainment
- Average deal size
- Sales cycle length
The questions above cover the big ones.