Deployment Strategist

Responsibilities

• Full-Spectrum Capture & Quota Ownership: Carry and exceed a multi-million dollar annual revenue quota. You are responsible for the entire lifecycle: from identifying the top of funnel opportunity and shaping requirements to the final contract award and revenue recognition.
• Tactical Execution: You don't just delegate; you execute. You will personally draft high-impact white papers, lead the development of complex proposals, architect deal structures, and navigate the nuances of defense contracting.
• Operational Transition: Once the deal is signed, your job isn't over. You will continue to lead the account, ensuring that the delivery team (Engagement Managers, Technical PMs, Engineers, and Product) enables mission success. You are the primary point of contact for the customer, ensuring the pilot doesn't just work, but scales.
• Renewal, Expansion, & Growth: Own the long-term account strategy. You are responsible for identifying the next use case, securing the follow-on funding, and driving the 10x growth that turns a single deployment into a department-wide enterprise standard.
• Direct Agentic Solutioning: Work in the weeds with technical teams and end-users to co-design Agentic AI workflows. You must be able to translate a customer’s vision into a specific technical requirement that our engineers can build against.
• SI & Prime Orchestration: In partnership with Scale’s Partner Managers, you will actively manage and negotiate with Tier 1 Systems Integrators (SIs) and Defense Primes to ensure Scale is the agentic AI engine of their larger programs. You will be the lead negotiator for sub-contracting and teaming agreements.

Requirements

• Experience: 10+ years of experience in complex enterprise IT sales or business development specifically within the DoW/IC.
• Proven Track Record: You have successfully closed and implemented multi-year deals exceeding $25M. You know how to get a line item in the budget.
• Domain Expertise: Deep understanding of the DoW’s modernization priorities, specifically in AI/ML, computer vision, or autonomous systems.
• The Valley of Death Navigator: You have a demonstrated ability to transition technology from "cool demo" to "deployed capability" within a major PEO.
• Strategic Network: Existing high-level relationships across the DoW, with a specific focus on Defense Agencies and enterprise IT, as well as a Rolodex of contacts at the major primes.
• Clearance: Active Top Secret/SCI clearance is strongly preferred.
• Education: BS/BA required; technical degree or MBA preferred.
• Geography: Based in the National Capital Region, with the ability to work out of Scale’s D.C. office 2-3 days a week.
• Travel: Ability to travel 20-30% of the time.