Senior Manager, Business Development

About Overland AI:

Overland AI builds intelligent uncrewed ground systems for defense and national security. Our autonomy stack, OverDrive, is defining the state-of-the-art for perception, planning, and control of uncrewed vehicles, enabling them to traverse and operate in any terrain, regardless of roads, in any condition. OverDrive was purpose-built for the warfighter. Through our work with DARPA and the U.S. Army, we are developing the intelligent capabilities necessary to power modern ground operations, now and for decades to come.

In a little over a year, the company has been selected for or awarded eight-figures of OTAs and other contracts across multiple services and DoD customers. We have raised over $10M in funding, led by a top multi-billion dollar AUM defense tech investor.

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:

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

• 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