Senior Manager, Business Development (USMC)

About Overland AI 

Founded in 2022 and headquartered in Seattle, Washington, Overland AI is transforming land operations for modern defense. 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 any terrain without GPS or direct operator control. Our intuitive OverWatch C2 interface provides commanders with precise 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 defense business development manager to join an expanding team focused on driving Overland AI’s growth and success in the Marine Corps, 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 U.S. Marine Corps and other government agencies, the US defense industrial base, and partner nations—particularly in the Indo-Pacific.
• Strategically map opportunities and key decision-makers within USMC 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
• 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
• Contribute to Overland’s government engagement strategy through consistent, clear communication with the Director of Government Relations.
• 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
• 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: MARCORSYSCOM, PEO Land System, CDD/CD&I, MCWL
• Comprehensive understanding of government contracting methods to include OTAs, SBIRs, IDIQs, etc
• Experience and strong relationships within the Fleet Marine Force
• 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 the Marines to the product team
• Demonstrated ability to research and capitalize on government budget documents to identify growth opportunities
• Experience selli