Senior Manager, Business Development (Army)

Overland AI; Seattle (WA); Hybrid; USD 160,000 - 220,000; Full time

Benefits offered by this job

Unlimited PTO

401k with company match

Best-in-class healthcare, dental and vision plans.

Parental leave

Job summary

Overland AI is seeking an experienced defense business development manager to join their team in Seattle, focusing on growing their business within national security markets. Key responsibilities include developing strategies for engaging with the US Department of Defense and growing existing customer relationships. Ideal candidates will have experience in defense technology sales, strong listening skills, and the ability to work independently. The position offers a salary range of $160K to $220K, equity, and comprehensive health benefits.

Qualifications

• Experience selling defense technology or dual-use products into the DoD.
• Ability to work independently and develop creative solutions.
• Experience with software business models supporting defense technologies.

Responsibilities

• Develop strategy for business growth with the US Department of Defense.
• Build and maintain long-term partnerships with key decision-makers.
• Meet specific bookings targets through collaboration and engagement.

Skills

Sales and marketing understanding

Entrepreneurial mindset

Strong listening skills

In-depth market research ability

Job description

Role Summary

We’re looking for an experienced defense business development manager to join an expanding team focused on driving Overland AI’s growth and success in national security markets, creating new lines of effort with potential customers and expanding existing ones.

Key Responsibilities

• Support the development of a deliberate and cohesive strategy for growing business with the US Department of Defense and other government agencies, the US defense industrial base, and partner nations.
  • Strategically map opportunities and key decision-makers within potential customer organizations; build and maintain long‑term, sustaining partnerships with that network
  • Engage, grow, and establish new in‑roads with a key set of customers and partners, collaborating with Overland AI Program Managers on account strategies and planning
  • Represent the voice of the customer; synthesize customer feedback and market trends to drive the evolution of Overland AI’s product
  • Collaborate with key stakeholders across the organization to ensure alignment and coordination of growth efforts
• Execute and drive revenue growth by meeting specific bookings targets.
  • Consistently meet and/or exceed bookings targets
  • Set, monitor, and regularly report on performance metrics using CRM software
  • Support the end‑to‑end proposal and contracting process, negotiating terms to set Overland AI up for success in the long‑term and ultimately closing the deal
  • Seamlessly collaborate on contract wins with Program Managers
• Support sales and business development best practices.
  • Develop, track, and report weekly, monthly, and quarterly sales objectives
  • Contribute to a strong culture amongst all team members that contributes to the sales process, maintaining alignment, fostering collaboration and driving a high level of performance

Desired Experience & Qualifications

• Multi‑functional understanding of sales, marketing, business development, account management, channel/partner management and product management
• Demonstrated ability to thrive in ambiguity amid a fast‑moving, rapidly growing business
• Demonstrated ability to be entrepreneurial and scrappy in the identification, creation, and pursuit of new opportunities
• Demonstrated ability to work independently and develop creative solutions to problems while supporting the success of all team members
• Strong listening skills and ability to understand and communicate the needs of the customer to the product team
• Demonstrated ability to conduct in‑depth market research and analysis of government budget documents to identify growth opportunities
• Experience selling defense technology or dual‑use products into the DoD ecosystem and navigating its acquisition process, to include transition to programs of record
• Experience with software business models that support defense‑first or dual‑use technologies; experience with embedded systems or autonomous systems preferred
• Ability to obtain a US government security clearance required; active clearance preferred.

Location

Preferred locations for this position are Seattle, Detroit, San Francisco, or the Washington DC area. Frequent travel expected.

Benefits

• The salary range for this position is $160K to $220K annually
• Equity compensation
• Best‑in‑class healthcare, dental and vision plans.
• Unlimited PTO
• 401k with company match
• Parental leave