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Salary: USD 130,000 - 190,000 / annual
Overland AI, founded in 2022 and headquartered in Seattle, is transforming land operations for modern defense through advanced robotics and machine learning. The company has secured eight-figure contracts across the Department of Defense and partnerships with DARPA, the U.S. Army, Marine Corps, and Special Operations Command. Backed by prominent defense tech investors including 8VC and Point 72, Overland AI is seeking a Proposal Manager to own and scale how the company pursues, shapes, and wins strategic defense and federal opportunities.
This is a senior individual-contributor role for someone with 7–10 years of relevant experience who can operate independently, bring strong proposal and capture instincts, and establish a high-quality, repeatable operating model from the ground up. You will be a foundational owner of the function and a trusted partner to Business Development, Engineering, Product, Program Management, Finance, Legal, and executive leadership.
You will lead high-priority proposals from early opportunity qualification through submission and post-submission learning. You will know what "good" looks like: a disciplined capture plan, a compelling win strategy, a compliant proposal, clear technical storytelling, aligned pricing and program inputs, and a team that understands exactly what it owns and when it is due.
Key responsibilities include:
- Lead the end-to-end proposal process for priority defense, federal, and strategic commercial pursuits—from proposal kickoff through submission, debrief, and incorporation of lessons learned.
- Drive capture activities for priority opportunities, including customer and market research, bid/no-bid recommendations, win themes, competitive positioning, teaming strategy, and pursuit planning.
- Develop and maintain clear proposal schedules, compliance matrices, responsibility assignments, outlines, storyboards, review plans, submission checklists, and risk trackers.
- Facilitate proposal kickoffs, regular check-ins, working sessions, and structured reviews; keep cross-functional contributors aligned and proactively resolve blockers.
- Partner with technical SMEs to translate complex capabilities in autonomy, robotics, artificial intelligence, vehicle systems, software, and field operations into differentiated, evaluator-focused proposal content.
- Own the development and integration of technical, management, past-performance, staffing, resumes, cost/pricing, and other required proposal volumes or artifacts.
- Work closely with BD, Engineering, Product, Program Management, Finance, Legal, and executives to ensure the proposed solution, delivery plan, staffing, schedule, cost assumptions, and contractual response are accurate, cohesive, and competitive.
- Manage responses to RFPs, RFIs, BAAs, SBIR/STTR opportunities, OTAs, IDIQ task orders, and other government solicitations.
- Create and maintain reusable proposal content, including capability statements, technical narratives, company information, past performance, resumes, templates, graphics, compliance tools, and submission standards.
- Establish scalable proposal processes, tools, and operating rhythms that improve quality, compliance, turnaround time, institutional knowledge, and win rate as Overland grows.
- Support the development of customer-facing collateral and briefing materials when needed to advance an active capture strategy.
- Bring sound judgment to ambiguous, deadline-driven work: identify gaps, clarify decisions, appropriately escalate risks, and maintain momentum without requiring close direction.
This role is based in Seattle, Washington. Regular in-person collaboration is important given the cross-functional and highly technical nature of the work.
REQUIREMENTS:
- 7–10 years of experience in government contracting, proposal management, capture management, federal business development, technical program management, or a related discipline.
- Bachelor's degree in Business, Communications, English, Marketing, Engineering, or a related field.
