Defense Deployment Strategist

$154,440 - $185,328/Yr

Scale Ai - Washington, DC

Full-time - Mid Level

Washington, DC

Computing Infrastructure Providers, Data Processing, Web Hosting, and Related Services

About the position

The Defense Deployment Strategist role at Scale is a pivotal position aimed at expanding the company's footprint within U.S. Government agencies, particularly the Department of Defense (DoD). This position focuses on business development, requiring a strong leader to identify opportunities, build relationships, and drive the adoption of AI/ML technologies in support of national defense missions. The role involves strategic planning, collaboration with technical teams, and direct engagement with key stakeholders to ensure successful implementation of AI solutions.

Responsibilities

• High-fidelity requirement and relationship mapping within target DoD customer offices to identify opportunities for Scale's business and offerings
• Pursue identified opportunities and provide input/feedback to the federal go-to-market strategy
• Accurately forecast and close high dollar-value opportunities
• Engage in writing RFPs, pitching to key stakeholders, and leading product demonstrations
• Leverage technical teams and executive stakeholders to discuss emerging trends in AI/ML
• Partner with Scale Solution Engineers to deliver customer pilots according to agreed requirements
• 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
• 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
• Strong desire to roll up your sleeves and help build a business in a 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

Nice-to-haves

• Experience working with computer vision technologies
• Familiarity with command and control systems
• Knowledge of autonomy in military applications

Benefits

• Comprehensive health, dental and vision coverage
• Retirement benefits
• Learning and development stipend
• Generous PTO
• Commuter stipend (may be eligible)