Federal Deployment Strategist, Defense

Scale is a rapidly-growing, venture-backed Series E startup that is changing the way organizations around the world build AI applications. We’re looking for a strong business development (BD) lead with experience winning large U.S. government contracts to help us offer our AI/ML products to U.S. government agencies. 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.

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 National Security. Our Deployment Strategists identify key customers within our strategic DoD accounts (like the Army) and work closely with Scale Solution Engineers (SEs) to align on 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. 

You will:

• High-fidelity requirement and relationship mapping within target Army 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 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

Ideally you'd have:

• Minimum 5-10 years experience in an Defense-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
• Established relationships or connections within Army accounts
• Experience in AI/ML or with a highly technical product and team
• 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 Capitol Region, with the ability to work out of Scale’s D.C. office 2-3 days a week

Personality traits:

• Intellectually curious
• High velocity
• Empathetic
• Persistent
• Creative