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 Civilian 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 current customers are mainly in the U.S. Department of Defense (DoD) customer base. We are seeking a coach/player/leader to start-up our Federal Civilian business as a Deployment Strategist. Deployment Strategists identify key customers 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 end-users to identify and co-design solutions for emerging requirements. Deployment Strategists are supported by our Capture/Proposal and Contracts specialists in completing orders by customers.

You will:

High-fidelity requirement and relationship mapping within target 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 guiding RFP responses 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 15+ years experience in an Federal Civilian sales leadership role focused technical sales
Proven track record closing high-value, multi-year deals (more than $10M)
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

Based in the Washington, DC Metro Area 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

The base salary range for this full-time position in our hub location of Washington, DC is $208,000 - 249,600. Compensation packages at Scale include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Scale employees are also granted Stock Options that are awarded upon board of director approval. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

About Us:

At Scale, we believe that the transition from traditional software to AI is one of the most important shifts of our time. Our mission is to make that happen faster across every industry, and our team is transforming how organizations build and deploy AI. Our products power the world's most advanced LLMs, generative models, and computer vision models. We are trusted by generative AI companies such as OpenAI, Meta, and Microsoft, government agencies like the U.S. Army and U.S. Air Force, and enterprises including GM and Accenture. We are expanding our team to accelerate the development of AI applications.

We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an affirmative action employer and inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.

We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's Know Your Rights poster for additional information.

We comply with the United States Department of Labor's Pay Transparency provision.

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Senior Federal Deployment Strategist - Public Sector at ScaleAI