Deployment Strategist
Scale AI, Inc., Washington, District of Columbia, United States
Overview
Scale is building AI for the world's most important decisions. From the front lines of national defense to the core of global enterprise, we provide the data engine and agentic infrastructure that powers the next generation of American and allied interests. As a Defense Deployment Strategist, you will bridge the gap between cutting-edge AI research and mission-critical production. You will lead the deployment of Agentic AI — autonomous, reasoning systems — into defense workflows, ensuring that decisions are supported by Scale's technology. We are looking for a powerhouse executive account leader who understands that success in defense programs isn’t just about a pilot; it’s about Program of Record integration and transitioning high-stakes prototypes into full-scale deployments, securing executive sponsorship and programmed funding. Responsibilities
Full-Spectrum Capture & Quota Ownership: Carry and exceed a multi-million dollar annual revenue quota, owning the entire lifecycle from opportunity identification and requirements shaping to contract award and revenue recognition. Tactical Execution: Draft high-impact white papers, lead the development of complex proposals, architect deal structures, and navigate defense contracting nuances. Operational Transition: After a deal is signed, continue to lead the account with the delivery team (Engagement Managers, Technical PMs, Engineers, and Product) to enable mission success and scalable pilots. Renewal, Expansion, & Growth: Own long-term account strategy, identify next use cases, secure follow-on funding, and drive growth to make deployments enterprise-wide. Direct Agentic Solutioning: Collaborate with technical teams and end-users to co-design Agentic AI workflows and translate customer vision into actionable technical requirements. SI & Prime Orchestration: In partnership with Scale's Partner Managers, manage and negotiate with Tier 1 Systems Integrators and Defense Primes to ensure Scale is the agentic AI engine of larger programs; lead sub-contracting and teaming negotiations. Requirements
Experience: 10+ years in complex enterprise IT sales or business development within the DoW/IC. Proven Track Record: Closed and implemented multi-year deals exceeding $25M, with ability to secure budget lines. Domain Expertise: Deep understanding of the DoW modernization priorities, specifically in AI/ML, computer vision, or autonomous systems. The Valley of Death Navigator: Demonstrated ability to transition technology from demo to deployed capability within a major PEO. Strategic Network: Existing high-level relationships across the DoW with defense agencies and primes. Clearance: Active Top Secret/SCI clearance strongly preferred. Education: BS/BA required; technical degree or MBA preferred. Geography & Travel: Based in the National Capital Region, able to work from Scale's D.C. office 2-3 days/week; travel 20-30% of the time. Who you are
Mission-Driven: You believe AI wins the next century for the United States and its allies. Relentless: Thrive in long-cycle defense procurement and view bureaucracy as a solvable puzzle. Adaptive: Operate in a high-velocity startup environment while maintaining Pentagon-grade polish. Closer-Operator: Possess executive presence for briefings to PEOs and stamina to work long hours on proposals in a SCIF. Radically Accountable: Build your own funnel, navigate No’s, and find paths to Yes. Technically Credible: Can explain RAG vs Agentic reasoning to skeptical evaluators. Sales Commission: This role is eligible to earn commissions. Compensation packages at Scale include base salary, equity, and benefits. The posted salary range reflects minimum and maximum targets for new hires and varies by location and qualifications. Your recruiter can share the specific range for your location during hiring. Scale offers stock options, health/dental/vision coverage, retirement benefits, a learning and development stipend, generous PTO, and potential commuter stipends. Please note: Our policy requires a 90-day waiting period before reconsidering candidates for the same role. About Us
At Scale, our mission is to develop reliable AI systems for important decisions. We work with industry leaders and government agencies to develop and deploy AI applications that deliver real impact. We are an inclusive and equal opportunity workplace and comply with applicable laws. We provide reasonable accommodations in the application process and are committed to protecting applicant data in line with our privacy policy.
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Scale is building AI for the world's most important decisions. From the front lines of national defense to the core of global enterprise, we provide the data engine and agentic infrastructure that powers the next generation of American and allied interests. As a Defense Deployment Strategist, you will bridge the gap between cutting-edge AI research and mission-critical production. You will lead the deployment of Agentic AI — autonomous, reasoning systems — into defense workflows, ensuring that decisions are supported by Scale's technology. We are looking for a powerhouse executive account leader who understands that success in defense programs isn’t just about a pilot; it’s about Program of Record integration and transitioning high-stakes prototypes into full-scale deployments, securing executive sponsorship and programmed funding. Responsibilities
Full-Spectrum Capture & Quota Ownership: Carry and exceed a multi-million dollar annual revenue quota, owning the entire lifecycle from opportunity identification and requirements shaping to contract award and revenue recognition. Tactical Execution: Draft high-impact white papers, lead the development of complex proposals, architect deal structures, and navigate defense contracting nuances. Operational Transition: After a deal is signed, continue to lead the account with the delivery team (Engagement Managers, Technical PMs, Engineers, and Product) to enable mission success and scalable pilots. Renewal, Expansion, & Growth: Own long-term account strategy, identify next use cases, secure follow-on funding, and drive growth to make deployments enterprise-wide. Direct Agentic Solutioning: Collaborate with technical teams and end-users to co-design Agentic AI workflows and translate customer vision into actionable technical requirements. SI & Prime Orchestration: In partnership with Scale's Partner Managers, manage and negotiate with Tier 1 Systems Integrators and Defense Primes to ensure Scale is the agentic AI engine of larger programs; lead sub-contracting and teaming negotiations. Requirements
Experience: 10+ years in complex enterprise IT sales or business development within the DoW/IC. Proven Track Record: Closed and implemented multi-year deals exceeding $25M, with ability to secure budget lines. Domain Expertise: Deep understanding of the DoW modernization priorities, specifically in AI/ML, computer vision, or autonomous systems. The Valley of Death Navigator: Demonstrated ability to transition technology from demo to deployed capability within a major PEO. Strategic Network: Existing high-level relationships across the DoW with defense agencies and primes. Clearance: Active Top Secret/SCI clearance strongly preferred. Education: BS/BA required; technical degree or MBA preferred. Geography & Travel: Based in the National Capital Region, able to work from Scale's D.C. office 2-3 days/week; travel 20-30% of the time. Who you are
Mission-Driven: You believe AI wins the next century for the United States and its allies. Relentless: Thrive in long-cycle defense procurement and view bureaucracy as a solvable puzzle. Adaptive: Operate in a high-velocity startup environment while maintaining Pentagon-grade polish. Closer-Operator: Possess executive presence for briefings to PEOs and stamina to work long hours on proposals in a SCIF. Radically Accountable: Build your own funnel, navigate No’s, and find paths to Yes. Technically Credible: Can explain RAG vs Agentic reasoning to skeptical evaluators. Sales Commission: This role is eligible to earn commissions. Compensation packages at Scale include base salary, equity, and benefits. The posted salary range reflects minimum and maximum targets for new hires and varies by location and qualifications. Your recruiter can share the specific range for your location during hiring. Scale offers stock options, health/dental/vision coverage, retirement benefits, a learning and development stipend, generous PTO, and potential commuter stipends. Please note: Our policy requires a 90-day waiting period before reconsidering candidates for the same role. About Us
At Scale, our mission is to develop reliable AI systems for important decisions. We work with industry leaders and government agencies to develop and deploy AI applications that deliver real impact. We are an inclusive and equal opportunity workplace and comply with applicable laws. We provide reasonable accommodations in the application process and are committed to protecting applicant data in line with our privacy policy.
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