Deployment Strategist

Join Scale AI as a Deployment Strategist, where you will be responsible for leading high-stakes prototypes into full-scale enterprise deployments within the Department of Defense. You will own the entire lifecycle of the account, from identifying opportunities to contract award and revenue recognition. You will also ensure operational transition, long-term account strategy, and direct agentic solutioning. This role requires a deep understanding of the DoD's modernization priorities and a proven track record in complex enterprise IT sales.

• Identifying and pursuing high-stakes opportunities within the Department of Defense (DoD) to secure executive sponsorship and programmed funding for full-scale enterprise deployments.
• Leading the entire lifecycle of the sales process, from identifying opportunities and shaping requirements to drafting proposals, negotiating contracts, and ensuring successful implementation.
• Developing and executing long-term account strategies to drive growth, including identifying follow-on funding and expanding the deployment into a department-wide enterprise standard.
• Education: BS/BA required; technical degree or MBA preferred
• Clearance: Active Top Secret/SCI clearance is strongly preferred
• 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
• 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
• Experience: 10+ years of experience in complex enterprise IT sales or business development specifically within the DoW/IC
• Domain Expertise: Deep understanding of the DoW’s modernization priorities, specifically in AI/ML, computer vision, or autonomous systems
• 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
• The Valley of Death Navigator: You have a demonstrated ability to transition technology from "cool demo" to "deployed capability" within a major PEO