Overview

Business Development Advisor — Public Safety & Government Markets Jobs in California, United States at Echo Two

Title: Business Development Advisor — Public Safety & Government Markets

Company: Echo Two

Location: California, United States

Business Development Advisor – Public Safety & Government Markets

Echo Two builds Autonomous Operations Systems for public safety, government readiness, compliance, risk management, and drone-enabled operational capability.

We are not a commodity drone-services company. We help agencies and partners design, govern, and operationalize trusted systems involving UAS (Unmanned Aircraft Systems), DFR (Drone as First Responder), compliance workflows, readiness assessments, training architecture, and operational support.

Aircraft are tools inside a broader system of public trust, risk control, and mission execution.

About the Role

Echo Two is seeking a senior Business Development Advisor focused on public safety and government markets.

This is an initial 90-day paid advisory engagement for a credible operator who understands public safety culture, government procurement, agency decision-making, command staff dynamics, and the difference between a real opportunity and a conversation with no budget, authority, urgency, or strategic fit.

This is not a traditional sales closer role.

The primary objective is disciplined market discovery, relationship development, opportunity qualification, and capture support.

The right person will help Echo Two identify where to focus, who to engage, which opportunities are real, and which pursuits should be avoided.

Core Responsibilities

Market Development

  • Identify and map priority public safety and government accounts aligned with Echo Two’s strategy.
  • Surface qualified agency, prime contractor, partner, and channel opportunities.
  • Help Echo Two understand buyer needs, budget pathways, procurement timing, operational pain points, and stakeholder dynamics.
  • Build a practical account map covering chiefs, sheriffs, command staff, emergency managers, procurement contacts, city/county executives, and relevant partner organizations.

Relationship Development

  • Make appropriate warm introductions to qualified public safety, government, and partner contacts.
  • Support executive-level relationship development without over-pitching.
  • Represent Echo Two as a governance-first, compliance-forward, mission-oriented company.
  • Help convert relationships into structured discovery conversations, design-partner discussions, pilot opportunities, or capture paths.

Opportunity Qualification

  • Evaluate whether an opportunity has a real buyer, operational need, budget pathway, timeline, authority, and fit.
  • Distinguish between intelligence-gathering conversations, partnership opportunities, grant-funded pathways, pilot candidates, and active procurement opportunities.
  • Provide written opportunity notes and recommendations after material conversations.
  • Help Echo Two avoid poorly scoped, low-margin, high-risk, or premature pursuits.

Capture Support

  • Support early-stage pursuit planning for RFIs (Requests for Information), RFPs (Requests for Proposals), pilots, partner opportunities, and agency briefings.
  • Assist with account-specific positioning, stakeholder mapping, meeting preparation, and follow-up.
  • Help translate agency needs into practical Echo Two offerings, including DFR (Drone as First Responder) readiness, UAS (Unmanned Aircraft Systems) governance, compliance support, readiness assessments, and operational architecture.

Operating Discipline

  • Maintain accurate records of accounts, contacts, introductions, meetings, opportunity status, next steps, and risks.
  • Use Echo Two’s CRM (Customer Relationship Management) and capture workflow.
  • Provide concise written updates on activity, signal quality, opportunity movement, blockers, and recommended next actions.
  • Protect Echo Two’s confidential information, customer information, partner information, pricing, proposal strategy, and internal operating materials.

First 90-Day Objectives

By the end of the initial engagement, the Advisor should help Echo Two produce:

  • A prioritized public safety and government account map.
  • A list of qualified target agencies, partners, primes, or channel relationships.
  • Documented discovery conversations with relevant decision-makers or influencers.
  • Several qualified opportunities suitable for founder review.
  • Clear recommendations on which markets, agencies, partners, and procurement pathways Echo Two should pursue or avoid.
  • Improved market intelligence around DFR (Drone as First Responder), UAS (Unmanned Aircraft Systems), compliance, governance, readiness, public safety procurement, and partner/channel opportunities.

Ideal Background

Experience

  • Public safety technology business development.
  • Law enforcement, fire, emergency management, or local government markets.
  • Government contracting, cooperative purchasing, grants, or public-sector procurement.
  • UAS (Unmanned Aircraft Systems), DFR (Drone as First Responder), real-time crime centers, CAD/RMS (Computer-Aided Dispatch / Records Management System), emergency operations, situational awareness, or public safety software.
  • Prime contractor, channel partner, reseller, or government technology ecosystem experience.
  • Executive relationship development with chiefs, sheriffs, command staff, city/county leaders, public safety associations, or government technology partners.

Required Attributes

  • United States-based, with existing public safety or government relationships in California or the Western United States.
  • High judgment and discretion.
  • Strong public safety credibility.
  • Strong written follow-through.
  • Comfort with structured qualification rather than aggressive pitching.
  • Ability to operate in a founder-led, early-stage company where discipline, trust, and signal quality matter more than volume.

This Is Not a Fit For Someone Who

  • Operates as an access broker.
  • Overpromises agency interest or buyer readiness.
  • Misrepresents capabilities.
  • Treats this as a high-volume cold-sales role.
  • Avoids written notes, CRM (Customer Relationship Management) discipline, or structured follow-up.
  • Pushes poorly scoped opportunities simply because there is a relationship.

Engagement & Compensation

This role begins as a 90-day paid advisory engagement structured around defined deliverables, qualified opportunities, and capture support.

Compensation includes a monthly retainer plus performance-based components, calibrated to experience and scope.

Specific terms, including independent contractor status, will be finalized with the selected candidate.

Echo Two operates with capital discipline and pays competitively for disciplined, credible operators.

What Success Looks Like

Success is not measured by activity volume alone.

Success means Echo Two gains better access, better market intelligence, better-qualified opportunities, cleaner capture decisions, and stronger public safety relationships without creating reputational risk, margin risk, or delivery overcommitment.

To Apply

Please submit a brief note covering:

  1. Your relevant public safety, government, or public-sector technology experience.
  2. The markets or relationship networks where you have credible access.
  3. One example of how you qualified, advanced, or killed a public-sector opportunity based on buyer reality, procurement path, budget, timing, or strategic fit.

Apply

Upload your CV/resume or any other relevant file. Max. file size: 800 MB.