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Senior Manager, Business Development, Federal Civilian

About Overland AI

Founded in 2022 and headquartered in Seattle, Washington, Overland AI is transforming land operations for modern defense and security. The company leverages over a decade of advanced research in robotics and machine learning, as well as a field-test forward ethos, to deliver combined capabilities for unit commanders. Our OverDrive autonomy stack enables ground vehicles to navigate and operate off-road in harsh terrain without GPS or direct operator control. Our intuitive OverWatch C2 interface provides commanders with precise, supervisory coordination capabilities essential for mission success.

Overland AI has secured funding from prominent defense tech investors including 8VC and Point 72, and built trusted partnerships with DARPA, the U.S. Army, Marine Corps, and Special Operations Command. Backed by eight-figure contracts across the Department of Defense, we are strengthening national security by iterating closely with end users engaged in tactical operations.

Role Summary

We’re looking for an experienced federal business development manager to join an expanding team focused on driving Overland AI’s growth and success in federal civilian agencies. This person will develop new lines of effort with potential customers and expand existing ones.

Key Responsibilities

• Support the development of a deliberate and cohesive strategy for growing business with federal civilian agencies with missions such as counter-UAS and anti-narcotics.
• Strategically map opportunities and key decision-makers within federal civilian acquisitions and requirements organizations; build and maintain long-term, productive partnerships with that network
• Engage, grow, and establish new in-roads with key 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 Overland AI to ensure alignment and coordination of growth efforts
• Consistently meet and/or exceed bookings targets
• Support the end-to-end proposal and contracting process, negotiating terms to set Overland AI up for success in the long-term and ultimately close the deal
• Contribute to Overland’s government engagement strategy through consistent, clear communication with the Director of Government Relations.
• Develop, track, and report weekly, monthly, and quarterly sales objectives, using CRM software
• Contribute to a strong culture among all team members that supports the sales process, maintaining alignment, fostering collaboration and driving a high level of performance
• Provide excellent executive communication
• Engage with Overland AI executives to describe opportunities, applicability to Overland core competencies, and the value of the opportunity in both the near and long term
• Engage with government and business executives in a way that generates mutually beneficial outcomes and builds trust. Develop enduring relationships with key government decision makers.

What You’ll Need to Succeed

• Multi-functional understanding of sales, marketing, business development, account management, channel/partner management and product management
• Comprehensive understanding of—and network within—relevant requirements and acquisitions organizations
• Comprehensive understanding of government contracting methods, including IDIQs, BPAs, TOs, and OTAs
• Experience and strong relationships within federal civilian agencies
• Demonstrated ability to thrive in ambiguity amid a fast-moving, rapidly growing business
• Demonstrated ability to relentlessly identify and pursue 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 unique needs of federal civilian agencies to the product team
• Demonstrated ability to research and capitalize on government budget documents to identify growth opportunities
• Experience selling products into the federal civilian ecosystem and navigating its acquisition process
• 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

The preferred location for this position is the Washington, DC area. Other options considered by exception. Frequent travel expected.

Compensation

Annual Base Pay: $160,000 – $220,000 USD

Benefits:

Overland AI believes in creating a work environment that you look forward to embracing every day.

• Equity compensation
• Best-in-class healthcare, dental and vision plans.
• Unlimited PTO
• 401k with company match
• Parental leave

Overland AI is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, creed, sex, sexual orientation, gender identity or expression, national origin, age, marital status, disability, genetic information, protected veteran or military status, or any other status protected by applicable law.

This position may involve access to export-controlled technology. Employment is contingent on the ability to comply with U.S. export control laws.

Overland AI provides reasonable accommodations for qualified individuals with disabilities and disabled veterans during the application process. Please contact [peopleops@overland.ai] to request an accommodation.