Business Development Director - Defense

Overwatch Imaging • Hood River, OR

1d • Remote

About The Position

Overwatch Imaging is seeking a Business Development Director to scout, qualify, and close new business opportunities across the U.S. Department of War (DoW) and the broader federal defense and intelligence ecosystem. This role is for someone who knows how to win business inside the Department of War, with strong relationships across DoW program offices, end-user squadrons and units, and prime contractor capture organizations. The individual will own the full sales lifecycle, from scouting new opportunities to closing contracts, and will collaborate cross-functionally with Sales, Product, Engineering, and Marketing. This role is complementary to existing coverage of Navy, Marine Corps, Coast Guard, and civil/public safety accounts, requiring close coordination with peer BD Directors.

Requirements

• Bachelor’s degree in a technical, engineering, or business-related field.
• 10+ years of business development, capture management, or growth operations experience inside the Department of War, with a verifiable record of personally winning awarded business.
• Demonstrable, current relationships across DoW program offices, end-user units, and acquisition organizations.
• Established working relationships inside tier-1 defense primes and integrators, with a track record of teaming into and winning prime-led pursuits.
• Deep user-community experience: prior service or direct operational support in airborne ISR, UAS, special operations aviation, Army aviation, CBP air operations, or IC airborne collection.
• Proven track record of identifying, qualifying, and closing opportunities across DoW contract vehicles, including OTAs, IDIQs, BAAs, and SBIR Phase II/III transitions.
• Experience leading captures from BD initiation through award, including proposal development, oral presentations, and competitive price-to-win analysis.
• Active DoD/DoW Secret clearance required.
• Deep understanding of DoW, CBP, and IC airborne ISR mission sets.
• Familiarity with airborne EO/IR sensor systems, multi-spectral and hyperspectral imaging payloads, and AI/ML-enabled FMV analytics.
• Working knowledge of how to win business inside the Department of War: ACAT program structures, the Defense Acquisition System (DAS), OTA authorities, SBIR/STTR Phase transitions, Middle Tier Acquisition (MTA) rapid fielding pathways, and prime-sub teaming dynamics.
• Familiarity with key contract vehicles relevant to this market.
• Comfort with AI/ML autonomy, computer vision, and geospatial data workflows.
• Proficiency with CRM platforms (Salesforce, HubSpot, or equivalent) and multi-year opportunity pipeline management.
• A closer, wired to drive opportunities to a signed contract, not just a qualified lead.
• Thrives in a dynamic, fast-paced, venture-backed startup environment.
• Motivates and inspires teammates through demonstrated work ethic, collaborative spirit, and mission-driven intensity.
• Collaborates effectively in a small team environment.
• Enjoys hands-on work, learning new capabilities, and taking informed risks.
• Takes pride in seeing technology reach operational use and in building long-term customer and partner relationships grounded in trust and performance.
• All applicants must be authorized to work on a permanent basis in the United States.

Nice To Haves

• Advanced degree (MBA, MS Engineering, or equivalent) or relevant military service a strong plus.
• Ideally, relationships with CBP AMO and/or IC program offices.
• Firsthand familiarity with platforms such as MC-130, U-28, RC-12, MQ-9, MQ-1C Gray Eagle, RQ-7 Shadow, ScanEagle, or equivalent multi-mission ISR aircraft is a significant asset.
• TS/SCI strongly preferred.

Responsibilities

• Scout, identify, and qualify new business opportunities across the U.S. Army, USAF, USSOCOM and its component commands, CBP Air and Marine Operations (AMO), the Intelligence Community, and partnered Defense Contractors.
• Track and analyze the Program Objective Memorandum (POM) cycle, RDTEN/PTEN budget lines, and Congressional appropriations to identify funding-informed pursuit targets.
• Monitor relevant procurement signals including RFIs, Sources Sought, BAAs, OTA solicitations, IDIQ task orders, and SBIR/STTR opportunities.
• Apply rigorous qualification discipline early, distinguishing real funded requirements from wish-list activity.
• Network, research, and leverage existing relationships to build and maintain a current database of contacts and opportunities.
• Personally own opportunities from initial scouting through qualification, capture, proposal, award, and post-award transition.
• Build and execute win strategies, price-to-win analysis, capture plans, and teaming agreements.
• Develop proposals, white papers, technical solutions, plans of action, business plans, and marketing collateral.
• Shape and influence requirements and acquisition strategies through early customer engagement.
• Negotiate and close teaming arrangements, subcontracts, and direct contracts with tier-1 defense primes.
• Maintain a multi-year opportunity pipeline using CRM and pipeline reporting tools.
• Develop and maintain trusted, long-running relationships with program managers, contracting officers, requirements officers, and operational end users.
• Engage credibly with prime contractor capture, business development, and program leadership.
• Speak the operator’s language: translate Overwatch’s ASO software and Smart Sensor capabilities into mission-relevant value.
• Represent Overwatch Imaging at relevant defense, intelligence, and homeland security industry conferences and government forums.
• Coordinate with peer BD Directors covering Navy, Marine Corps, Coast Guard, and civil/public safety accounts.
• Partner with the Marketing team on vertical-specific messaging, materials, and campaign strategy.
• Collaborate with Product and Engineering to ensure customer mission requirements are clearly communicated and reflected in roadmap priorities.
• Provide structured market and customer feedback, competitive intelligence, requirements shifts, and platform integration opportunities to inform product strategy.
• Assist with preparation of management reports and support executive-level briefings as needed.

Benefits

• Medical/Dental premiums 100% covered by Overwatch Imaging for employees and their families
• Pre-tax health savings account
• Employer matching contributions up to 4% of pay for 401K
• Equity/Stock Options
• Generous PTO
• 10 company holidays
• Late Start Wednesday

What This Job Offers

• Job Type: Full-time
• Career Level: Director