Business Development Specialist

Overwatch Imaging • Hood River, OR

1d • Hybrid

About The Position

Overwatch Imaging is an imagery intelligence technology company focused on bringing sensor autonomy to time-critical airborne search, detection, tracking, and monitoring missions. Our Automated Sensor Operator (ASO) software enhances airborne video gimbal platforms and our own purpose-built Smart Sensors, providing users with enhanced vision and reduced workload. We believe that edge processing and AI-enabled autonomy can significantly improve the speed, efficiency, and safety of real-time imagery intelligence missions. Founded in 2016 in Hood River, Oregon, we serve a global clientele, including private sector companies and federal, state, and local agencies, for missions such as wildfire mapping, disaster response, law enforcement, border security, maritime domain awareness, and tactical intelligence.

This role is designed to grow our presence with US and international agencies in civil applications, with a strong emphasis on wildfire response and law enforcement. The Business Development Specialist will receive mentorship from the Business Development Director (BDD) for Fire, Civil & Law Enforcement, gaining insights into capture strategies, account management, and leveraging existing customer relationships. The Specialist will focus on expanding our reach into US and international wildfire agencies, federal land management bureaus, and international firefighting agencies, while also driving pursuits within law enforcement at all levels. This is a hands-on sales and business development position requiring the individual to manage a territory, build a sales pipeline, and collaborate with the BDD on capture strategies and proposal development. Over time, the role offers opportunities for increased account ownership and strategic responsibility.

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.
• Coachability; eagerness to be mentored by an experienced BDD and to grow into broader strategic responsibility over time.
• Ability to thrive 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.
• 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).

Responsibilities

• Identify, qualify, and pursue new business opportunities across wildfire response, civil emergency response, and law enforcement verticals.
• Manage day-to-day sales activities for assigned accounts, including outbound prospecting, discovery calls, product demonstrations, follow-up, and maintaining CRM data (Salesforce, HubSpot, or equivalent).
• Maintain an accurate and up-to-date opportunity pipeline and participate in weekly pipeline reviews and Opportunity Gate Reviews led by the BDD.
• Network and leverage existing relationships within wildfire or law enforcement sectors to build and maintain a database of contacts at target agencies.
• Focus on US and international wildfire agencies not currently covered by the existing BDD, including state forestry and emergency management organizations, 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.
• Assist in shaping requirements and acquisition strategies through early customer engagement, demonstrations, and participation in 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 teams to inform roadmap prioritization.
• Support the preparation of management reports and executive briefings as needed.

Benefits

• Late Start Wednesday: A weekly block to have focus time away from meetings and calls. An opportunity to work from home, flex your schedule or self-directed time to focus on training and development.
• Generous PTO to empower employees to make decisions about work life balance based on work and home needs.
• Overwatch Imaging recognizes 10 company holidays.
• Equity/Stock Options in our rapidly growing company.
• Medical/Dental premiums 100% covered by Overwatch Imaging for employees and their families, plus 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