Business Development Specialist

Overwatch Imaging • Hood River, OR

2d • Remote

About The Position

Overwatch Imaging is seeking a Business Development Manager to grow our footprint with US and international agencies operating across civil applications, with a primary focus on wildfire response and law enforcement missions. This role will work closely with, and be mentored by, our Business Development Director (BDD) for Fire, Civil & Law Enforcement, who will provide capture coaching, account strategy guidance, and warm introductions across the existing customer base.
The Manager will sharpen focus on US and international wildfire agencies not already covered by the existing BDD, expanding our reach into federal and state forestry and emergency management organizations, additional federal land management bureaus, and international wildfire and aerial firefighting agencies, while also driving pursuits within federal, state, and local law enforcement.
This is a hands-on, execution-oriented sales and business development role. You will own a defined territory of accounts and pursuits, build and maintain a healthy pipeline, and partner with the BDD on capture strategy and proposal development. Over time, you will grow into broader account ownership and strategic responsibility under the BDD’s mentorship.

Requirements

• Bachelor’s degree in a technical, business, public safety, fire science, natural resources, or policy-related field; equivalent operational experience considered in lieu of degree.
• 5+ years of combined professional experience, including prior sales experience (business development, account management, capture, or quota-carrying sales). Government or technology sales experience is preferred.
• Existing relationships within US or international wildfire agencies (e.g., state forestry divisions, state emergency management, NIFC partners, international aerial firefighting agencies) and/or federal, state, or local law enforcement organizations.
• Track record of identifying, developing, and closing opportunities (even at smaller deal sizes) and growing accounts over time.
• Working knowledge of airborne IAA platforms, EO/IR sensor payloads, UAS, or geospatial / mapping tools used in wildfire, emergency response, or law enforcement operations.
• Familiarity with government contracting basics (contract vehicles, grant-funded acquisition, cooperative agreements, and state/local procurement processes); willingness to deepen this knowledge under BDD mentorship.
• Comfort engaging on artificial intelligence, autonomy, and geospatial data topics; able to hold credible technical conversations with operators and program managers (with engineering support for deeper dives).
• Proficiency with CRM platforms (Salesforce, HubSpot, or equivalent) and disciplined pipeline management.
• Results-oriented with a sense of urgency and ability to manage multiple pursuits simultaneously.
• Coachable; eager to be mentored by an experienced BDD and to grow into broader strategic responsibility over time.
• Thrives in a dynamic, fast-paced, venture-backed startup environment where speed, adaptability, and initiative are rewarded.
• Mission-driven; takes pride in supporting customers whose work saves lives, protects communities, and safeguards landscapes.
• Collaborative; comfortable working alongside engineering, product, marketing, and sales peers in a small team.
• Hands-on; enjoys learning new capabilities and taking informed risks in pursuit of market opportunities.
• All applicants must be authorized to work on a permanent basis in the United States.
• This position may involve access to data, technology, or software that is subject to U.S. export control laws and regulations, including the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). As such, employment is contingent upon the applicant’s status as a U.S. person--a US citizen, permanent resident, or green card holder.

Nice To Haves

• Prior operational or program experience in either law enforcement or wildfire response (for example, as a sworn officer, law enforcement aviation crew member, wildland firefighter, air attack / air tactical group supervisor, dispatcher, agency program manager, or vendor / contractor supporting these missions).
• Existing relationships within US or international wildfire agencies (e.g., state forestry divisions, state emergency management, NIFC partners, international aerial firefighting agencies) and/or federal, state, or local law enforcement organizations.

Responsibilities

• Identify, qualify, and pursue new business opportunities across wildfire response, civil emergency response, and law enforcement verticals.
• Own day-to-day sales activity for an assigned set of accounts, including outbound prospecting, discovery calls, demos, follow-up, and pipeline hygiene in CRM (Salesforce, HubSpot, or equivalent).
• Maintain an accurate, current opportunity pipeline; participate in weekly pipeline reviews and Opportunity Gate Reviews led by the BDD.
• Network and leverage prior wildfire or law enforcement relationships to build and maintain a current database of contacts at target agencies.
• Sharpen focus on US and international wildfire agencies not already covered by the existing BDD, including state forestry and emergency management organizations, additional federal land management bureaus, and allied international aerial firefighting and emergency response agencies.
• Develop and execute account plans for federal, state, and local law enforcement organizations evaluating airborne IAA, computer vision, and geospatial intelligence tools.
• Monitor procurement signals, funding cycles, grant programs (e.g., FEMA AFG, state wildfire appropriations), and policy shifts relevant to wildfire and law enforcement aviation programs.
• Support full capture life cycles, from opportunity qualification through win strategy, proposal development, and post-award transition, under the direction and mentorship of the BDD.
• Draft proposals, presentations, and account plans tailored to wildfire, civil, and law enforcement customers.
• Help shape requirements and acquisition strategies through early customer engagement, demos, and industry days.
• Meet with prospective customers to assess operational requirements and clearly communicate Overwatch Imaging capabilities.
• Translate Overwatch technology into mission-relevant operational value for pilots, sensor operators, incident commanders, and law enforcement aviation units.
• Represent Overwatch Imaging at industry conferences, trade shows, and agency events relevant to wildfire, emergency services, and law enforcement aviation.
• Partner with Marketing on wildfire- and law enforcement-specific messaging, materials, and campaigns.
• Provide structured customer feedback to Product and Engineering to inform roadmap prioritization.
• Support preparation of management reports and executive briefings as needed.

Benefits

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

What This Job Offers

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