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 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.

What You’ll Need To Succeed

• 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.

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: $160,000 – $220,000 USD

Benefits

• Equity compensation
• Best-in-class healthcare, dental, and vision plans
• Unlimited PTO
• 401(k) 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 [ peopleops@overland.ai] to request an accommodation.