Business Development Director - Defense

Overwatch Imaging is an imagery intelligence technology company specializing in sensor autonomy for critical airborne missions. They are seeking a Business Development Director to identify and secure new business opportunities within the U.S. Department of War and the federal defense ecosystem, managing the entire sales lifecycle from scouting to contract closure.

Responsibilities:

• Scout, identify, and qualify new business opportunities across the U.S. Army, USAF, USSOCOM and its component commands (including AFSOC and ARSOF), CBP Air and Marine Operations (AMO), the Intelligence Community, and partnered Defense Contractors integrating airborne ISR and sensor autonomy capabilities
• Track and analyze the Program Objective Memorandum (POM) cycle, RDTEN/PTEN budget lines, and Congressional appropriations to identify funding‑informed pursuit targets across DoW and IC accounts
• Monitor relevant procurement signals including RFIs, Sources Sought, BAAs, OTA solicitations, IDIQ task orders, and SBIR/STTR opportunities aligned to airborne ISR, UAS sensor payloads, MUM‑T, and AI‑enabled autonomy
• Apply rigorous qualification discipline early, distinguishing real funded requirements from wish‑list activity, and protect the team’s capture investment by walking away fast from low‑probability pursuits
• Network, research, and leverage existing relationships to build and maintain a current database of contacts and opportunities across target program offices, units, primes, and partner organizations
• Personally own opportunities from initial scouting through qualification, capture, proposal, award, and post‑award transition to program management
• Build and execute win strategies, price‑to‑win analysis, capture plans, and teaming agreements that convert qualified opportunities into awarded contracts
• Develop proposals, white papers, technical solutions, plans of action, business plans, and marketing collateral tailored to DoW, CBP, IC, and prime contractor customers
• Shape and influence requirements and acquisition strategies through early customer engagement, industry days, RFI responses, and pre‑solicitation outreach at the unit, program office, and prime integrator level
• 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; present Opportunity Gate Reviews and participate in regular Pipeline Review discussions
• Develop and maintain trusted, long‑running relationships with program managers, contracting officers, requirements officers, and operational end users across the DoW, CBP, and IC, including AFLCMC, PEO Aviation, PEO Soldier, AFSOC/ARSOF acquisition, Army Futures Command, CBP AMO, and relevant IC program offices
• Engage credibly with prime contractor capture, business development, and program leadership, positioning Overwatch as a preferred sensor and autonomy partner on their pursuits and on programs of record
• Speak the operator’s language: translate Overwatch’s ASO software and Smart Sensor capabilities into mission‑relevant value for airborne ISR crews, SOF ground forces, CBP agents, and IC analysts, grounded in firsthand understanding of how these users actually employ sensors in the mission
• 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 to identify joint‑force and interagency opportunities and ensure consistent positioning across combatant command and interagency engagements
• Partner with the Marketing team on vertical‑specific messaging, materials, and campaign strategy for DoW, CBP, IC, and defense prime audiences
• 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