Senior Manager, Business Development (SOCOM)

About Overland AI

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 AIhas secured funding from prominent defense tech investors including 8VC and Point 72 andbuilt 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.

Role Summary

Were seeking an experienced federal business development manager to join a growing team focused on driving Overland AIs 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.

Key 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 Overlands 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.

What Youll Need to Succeed

• Deep multi-functional understanding of business development capture account management partner/channel strategy and product shaping.
• Strong understanding ofand active network withinSOF 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.

Location

The preferred location for this position is the Washington DC area. Seattle WA and Tampa FL are other workable locations. Frequent travel expected.

Compensation

Annual Base Pay: $160000 $220000 USD

Benefits:

Overland AI believes in creating a work environment that you look forward to embracing every day.

• Equity compensation
• Best-in-class healthcare dental and vision plans.
• Unlimited PTO
• 401k with company match
• Parental leave

Overland AI is an Equal Opportunity Employer. We do not discriminate on the basis of race color religion creed sex sexual orientation gender identity or expression national origin age marital status disability genetic information protected veteran or military status or any other status protected by applicable law.

This position may involve access to export-controlled technology. Employment is contingent on the ability to comply with U.S. export control laws.

Overland AI provides reasonable accommodations for qualified individuals with disabilities and disabled veterans during the application process. Please contact to request an accommodation.