Deployment Strategist

Responsibilities

• Carry and exceed a multi-million dollar annual revenue quota across the full lifecycle: identifying opportunities, shaping requirements, contract award, and revenue recognition.
• Personally draft high-impact white papers, lead development of complex proposals, architect deal structures, and navigate defense contracting nuances.
• Lead account post-deal, serving as primary customer point of contact to ensure pilots scale into mission success; coordinate with Engagement Managers, Technical PMs, Engineers, and Product teams.
• Own long-term account strategy, identifying next use cases, securing follow-on funding, and driving 10x growth to establish department-wide standards.
• Work directly with technical teams and end-users to co-design Agentic AI workflows and translate customer visions into specific technical requirements.
• Manage and negotiate with Tier 1 Systems Integrators (SIs) and Defense Primes to position Scale as the agentic AI engine in larger programs; lead sub-contracting and teaming agreements.

Requirements

• 10+ years of experience in complex enterprise IT sales or business development specifically within the DoD/IC.
• Proven track record successfully closing and implementing multi-year deals exceeding $25M, including securing line items in the budget.
• Deep understanding of the DoD’s modernization priorities, specifically in AI/ML, computer vision, or autonomous systems.
• Demonstrated ability to transition technology from "cool demo" to "deployed capability" within a major PEO (Valley of Death navigation).
• Existing high-level relationships across the DoD, with focus on Defense Agencies, enterprise IT, and major primes.
• Active Top Secret/SCI clearance strongly preferred.
• BS/BA required; technical degree or MBA preferred.
• Based in the National Capital Region, with ability to work out of Scale’s D.C. office 2-3 days a week.
• Ability to travel 20-30% of the time.

Nice-to-Haves

• Mission-driven with belief that winning in AI secures the next century for the US and allies.
• Relentless in navigating defense procurement bureaucracy.
• Ability to operate in a high-velocity Series E startup while maintaining Pentagon-level polish.
• Executive presence to brief a PEO combined with tactical stamina for extended SCIF work on proposals.
• Radically accountable: self-generates funnel and finds creative paths to close deals.
• Technically credible: can explain concepts like RAG vs. Agentic reasoning to technical evaluators.