Business Development Specialist

Business Development Specialist

Civil Applications: Wildfire & Law Enforcement

About the Company:

Overwatch Imaging is an imagery intelligence technology company working to bring sensor autonomy to time-critical airborne search, detection, tracking and monitoring missions. Our Automated Sensor Operator (ASO) software, native to our own line of purpose-built Smart Sensors and as an upgrade for airborne video gimbal platforms, brings Superhuman Vision and Workload Reduction to users of real-time imagery intelligence systems. We fundamentally believe that modern edge processing and AI-enabled autonomy can perform an important set of time-critical imagery intelligence missions better, faster and more safely than humans can alone.

Founded in 2016 in Hood River, Oregon, we support private sector companies as well as federal, state and local agencies around the world with missions ranging from wildfire mapping and disaster response to law enforcement, border security, maritime domain awareness and tactical intelligence.

About the Role:

Overwatch Imaging is seeking a Business Development Manager to grow our footprint with US and international agencies operating across civil applications, with a primary focus on wildfire response and law enforcement missions. This role will work closely with, and be mentored by, our Business Development Director (BDD) for Fire, Civil & Law Enforcement, who will provide capture coaching, account strategy guidance, and warm introductions across the existing customer base.

The Manager will sharpen focus on US and international wildfire agencies not already covered by the existing BDD, expanding our reach into federal and state forestry and emergency management organizations, additional federal land management bureaus, and international wildfire and aerial firefighting agencies, while also driving pursuits within federal, state, and local law enforcement.

This is a hands-on, execution-oriented sales and business development role. You will own a defined territory of accounts and pursuits, build and maintain a healthy pipeline, and partner with the BDD on capture strategy and proposal development. Over time, you will grow into broader account ownership and strategic responsibility under the BDD’s mentorship.

What You’ll Do:

Sales & Pipeline Development

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.

Wildfire & Law Enforcement Account Focus

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.

Capture & Proposal Support

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.

Customer Engagement

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.

Cross-Functional Collaboration

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.

What You’ll Bring:

Experience & Education

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.

Preferred: 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).

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.

Technical Competence

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.

Character Attributes

Coachable; eager to be mentored by an experienced BDD and to grow into broader strategic responsibility over time.

Thrives 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.

What We Offer:

Growth Opportunities: As a team member of a true startup, you will learn by doing and shape our future. The opportunities are limitless for those who want to grow their career.

Impact Opportunity: We work on missions that matter to keep people safe and make the world better, and we do it without bureaucracy at the speed of a startup.

Team Collaboration: Work in a fast-paced, collaborative environment with amazing teammates. The Overwatch Imaging leadership team believes in an open-door policy, meaning everyone has a voice and access to guidance, advice, feedback, and the ability to pitch crazy new products or ideas.

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.

Time Off: Generous PTO to empower employees to make decisions about work life balance based on work and home needs.

Holidays: Overwatch Imaging recognizes 10 company holidays.

Ownership: Equity/Stock Options in our rapidly growing company.

Health Benefits: Medical/Dental premiums 100% covered by Overwatch Imaging for employees and their families, plus available pre-tax health savings account.

401K: Employer matching contributions up to 4% of pay.

All applicants must be authorized to work on a permanent basis in the United States.

Overwatch Imaging is an equal opportunity workplace and makes employment decisions based on merit and business needs, regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity, Veteran status, or any other protected personal characteristic.

Export Control Compliance Notice
This position may involve access to data, technology, or software that is subject to U.S. export control laws and regulations, including the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). As such, employment is contingent upon the applicant’s status as a U.S. person--a US citizen, permanent resident, or green card holder.