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Overland AI · 8 hours ago

Senior Manager, Business Development (USMC)

United States

Full-time

Remote

Senior Level

$160K/yr - $220K/yr

Overland AI is a defense technology company headquartered in Seattle, Washington, focused on transforming land operations for modern defense. They are seeking a Senior Manager of Business Development to drive growth and success in the Marine Corps, develop strategies, and build partnerships with key customers and stakeholders.

Artificial Intelligence (AI)Autonomous VehiclesMachine LearningRoboticsSoftware

No H1B

Security Clearance Required

U.S. Citizen Only

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

Qualification

Business developmentGovernment contractingDefense technology salesAccount managementChannel managementProduct managementListening skillsExecutive communicationCreative problem solvingRelationship building

Required

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 selling defense technology or dual-use products into the DoD ecosystem and navigating its acquisition process, to include transition to programs of record

Ability to obtain a US government security clearance required

Preferred

Experience with software business models that support defense-first or dual-use technologies; experience with embedded systems or autonomous systems preferred

Active security clearance preferred