Defense Deployment Strategist

at  Scale AI

Defense Deployment Strategist
Scale is a rapidly growing, venture-backed Series F startup that is changing how organizations worldwide build AI applications. We’re looking for a strong business development (BD) lead with experience breaking into new U.S. Government agencies and winning large contracts to help us offer our AI/ML products to U.S. government. This role will be deeply involved in overall strategy, help grow Scale’s established federal business, and have a massive impact on the adoption of cutting-edge AI/ML technologies for the nation.
Deployment Strategist
Scale is a vital part of bringing ML-enabled technologies to U.S. government missions. Our U.S. Department of Defense (DoD) customer base is growing exponentially, and you’ll be on the front lines ensuring we’re able to effectively field AI/ML in support of the U.S. military and defense organizations. Our Deployment Strategists identify key customers within our strategic DoD accounts and work closely with Scale Solution Engineers (SEs) to align the right solutions and technical approaches needed to address existing requirements and win work. Deployment Strategists also partner with DoD end-users to identify and co-design solutions for emerging requirements.

Responsibilities:

• High-fidelity requirement and relationship mapping within target DoD customer offices to identify opportunities for Scale’s business and offerings
• Pursue those opportunities and provide input/feedback to our federal GTM strategy
• Accurately forecast and close high dollar-value opportunities
• Be involved in everything from writing RFPs to directly pitching key stakeholders and leading product demos on what Scale can offer
• Leverage technical teams and other key stakeholders across the executive level to help discuss emerging trends in AI/ML
• Partner with Scale SEs to deliver customer pilots according to requirements agreed by the customer
• Evangelize Scale and interact with federal customers at events

Requirements:

• Minimum 5-10+ years experience in a DoD-focused technical sales or consulting role
• Proven track record closing high-value, multi-year deals (more than $10M)
• Prior experience with the DoD as a civil servant (GS-13/14+), service member (O3/4+), or consultant
• Experience or established relationships or connections within strategic DoD accounts, preferably with Program Executive Offices (PEOs) across the Army, Navy, Space Force, and Air Force
• Experience in AI/ML or with a highly technical product and team, ideally working with computer vision, command and control, autonomy, or large analytic programs
• A strong desire to roll up your sleeves and help build a business in an extremely fast-paced environment
• Ability to travel 20-30% of the time
• Eligibility for a Secret security clearance is required; an active Top Secret clearance is strongly preferred
• Based in the National Capital Region, with the ability to work out of Scale’s D.C. office 2-3 days a week

Personality traits:

• Deep intellectually curious
• High resilience
• Ability to thrive in unstructured environments
• High velocity, drive, and grit
• Empathetic
• Creative

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.
The base salary range for this full-time position in the location of Washington DC is:

• High-fidelity requirement and relationship mapping within target DoD customer offices to identify opportunities for Scale’s business and offerings
• Pursue those opportunities and provide input/feedback to our federal GTM strategy
• Accurately forecast and close high dollar-value opportunities
• Be involved in everything from writing RFPs to directly pitching key stakeholders and leading product demos on what Scale can offer
• Leverage technical teams and other key stakeholders across the executive level to help discuss emerging trends in AI/ML
• Partner with Scale SEs to deliver customer pilots according to requirements agreed by the customer
• Evangelize Scale and interact with federal customers at event