Senior Manager, Business Development (SOCOM)

Overland AI•Seattle, WA

2d•$160,000 - $220,000

About The Position

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. We’re seeking an experienced federal business development manager to join a growing team focused on driving Overland AI’s growth and success with U.S. Special Operations Command (USSOCOM) and the broader SOF enterprise. This role will be responsible for identifying, shaping, capturing, and scaling strategic opportunities – from early problem definition through contract award and sustained program growth. The ideal candidate brings deep SOF relationships, a strong capture discipline, and the ability to translate operational needs into executable growth strategies.

Requirements

Deep, multi-functional understanding of business development, capture, account management, partner/channel strategy, and product shaping.
Strong understanding of—and active network within—SOF requirements and acquisition organizations (e.g., SOF AT&L, PEO and PM organizations supporting SOF, and relevant HQ directorates).
Working knowledge of the SOF ecosystem and stakeholders, including USSOCOM, SOF Components (USASOC, AFSOC, MARSOC, NAVSPECWARCOM), and SOF operational and enabling organizations.
Comprehensive understanding of contracting approaches commonly used in SOF: IDIQs, task orders, OTAs, BAAs/CSOs, and rapid acquisition pathways.
Demonstrated success selling defense technology into SOCOM or closely related communities (ISR, autonomy/robotics, sensors, comms, EW, logistics, mobility, or similar).
Proven ability to proactively identify, shape, and close new business opportunities in ambiguous, fast-moving environments.
Strong independent judgment and bias for action, paired with a collaborative style that supports team outcomes.
Exceptional listening skills; ability to distinguish mission-critical requirements from lower-priority features and communicate clearly to technical teams.
Ability to read and use budget signals to drive timing, targeting, and deal structure (POM/FYDP awareness, program funding flows, plus near-term operational funds when applicable).
Experience with software-enabled systems and business models; experience with embedded systems or autonomous systems is strongly preferred.
Ability to obtain a U.S. security clearance required; active clearance strongly preferred and comfort operating in classified environments.

Nice To Haves

Experience with software-enabled systems and business models; experience with embedded systems or autonomous systems is strongly preferred.
Ability to obtain a U.S. security clearance required; active clearance strongly preferred and comfort operating in classified environments.

Responsibilities

Develop and execute a deliberate, cohesive growth strategy across USSOCOM, SOF Components, and adjacent stakeholders.
Map opportunities, key decision-makers, and influencers across SOF requirements and acquisition organizations; build and maintain long-term, high-trust relationships.
Build and execute account plans for priority SOF organizations, coordinating closely with Overland AI Program Managers and technical leadership.
Engage, grow, and establish new in-roads with key customers, integrators, primes, and non-traditional partners supporting SOF missions.
Represent the voice of the customer; translate SOF user needs, operational feedback, and competitive signals into clear product priorities.
Drive alignment across Overland AI (engineering, product, programs, contracts, legal, finance) to pursue and win priority SOF opportunities.
Consistently meet and/or exceed bookings targets.
Own and support the end-to-end capture cycle: qualification, shaping, teaming, pricing strategy, proposal execution, negotiation, and close.
Navigate SOF pathways for rapid prototyping and fielding, then convert early wins into repeat buys, programs, and scaled delivery.
Contribute to Overland’s government engagement strategy through clear, consistent coordination with the Director of Government Relations.
Develop, track, and report weekly, monthly, and quarterly sales objectives using CRM software.
Provide concise executive communication; brief Overland leadership on pipeline, probability, resource asks, and near/long-term value.
Engage with government and industry executives in a way that creates mutually beneficial outcomes and enduring partnerships.