Business Development Director

Overwatch Imaging Sales & Business Development Hood River, OR, USA Posted on May 9, 2026 Apply now Business Development Director Department of War, CBP, Intel Community & Defense Primes About Overwatch 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 Director to scout, qualify, and close new business opportunities across the U.S. Department of War (DoW) and the broader federal defense and intelligence ecosystem. Primary customers include the U.S. Army, U.S. Air Force (USAF), U.S. Special Operations Command (USSOCOM) and its component commands, U.S. Customs and Border Protection (CBP), the U.S. Intelligence Community (IC), and the major Defense Contractors that integrate Overwatch capabilities into fielded airborne ISR systems, including tier-1 defense primes and platform OEMs. This role is built for someone who knows how to win business inside the Department of War. You have strong, active relationships across DoW program offices, end‑user squadrons and units, and prime contractor capture organizations. You have personally walked opportunities from a cold lead through qualification, capture, proposal, and award, and you can point to closed business as proof. You bring deep user‑community credibility, and you can speak the language of both the warfighter and the program manager. You will own the full sales lifecycle for this portfolio: scouting new opportunities, qualifying them against the Overwatch product line, shaping requirements through early customer engagement, building winning teaming arrangements with primes and integrators, and personally driving each pursuit to a closed contract. This is a senior individual contributor role with significant internal influence, reporting directly to company leadership. You will collaborate cross‑functionally with Sales, Product, Engineering, and Marketing to define how Overwatch engages this market. This role is complementary to existing Overwatch coverage of Navy, Marine Corps, Coast Guard, and civil/public safety accounts. The successful candidate will coordinate closely with peer BD Directors to avoid overlap, identify joint‑force and cross‑agency opportunities, and present a coherent face to customers operating in joint command and interagency environments. What You’ll Do Opportunity Scouting & Qualification 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 Capture Leadership & Drive to Close 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, whit