Business Development Specialist

Overwatch Imaging is an imagery intelligence technology company focused on providing sensor autonomy for critical airborne missions. They are seeking a Business Development Specialist to expand their presence with US and international agencies, particularly in wildfire response and law enforcement, while managing a defined territory of accounts and pursuing new business opportunities.

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