Scale is a rapidly growing, $14B valuation company that is changing how organizations worldwide build AI applications. We’re looking for a strong business development (BD) lead with experience winning large U.S. government contracts to sell our AI/ML products and services to U.S. government agencies. This role will be deeply involved in overall strategy, product refinement, mission impact, and adoption of cutting-edge AI/ML technologies for Federal Civilian agencies. 

Federal Civilian Deployment Strategist 

Scale is a vital part of bringing ML-enabled technologies to U.S. government missions. Our Federal Civilian customer base is new territory and you’ll be on the front lines ensuring we’re able to effectively field AI/ML in support of citizen services. Our Deployment Strategists identify key customers within our strategic accounts and work closely with Scale Solution Engineers (SEs) to align on the right approach and technical application required to address existing requirements and win work. Deployment Strategists work across the Scale Public Sector Business Unit to include Delivery, Operations, Product Development, Marketing, Events, Capture/Proposal, and Commercial Sales. Deployment Strategists also partner with end-users to identify and co-design solutions for emerging requirements. 

Responsibilities:

• High-fidelity requirement and relationship mapping within target community customer offices to identify opportunities for Scale’s business and offerings.
• Pursue those opportunities using a sales structure and pipeline and provide input/feedback to our federal GTM strategy.
• Accurately forecast and close high dollar-value opportunities.
• Lead cross-functional teams to evaluate RFI/RFP opportunities and oversee responses.
• 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 upon by the customer.
• Evangelize Scale and interact with federal customers at events.

Requirements:

• Minimum 5-10+ years experience in technical sales to the federal government.
• Proven track record closing high-value, multi-year deals (more than $10M).
• Prior experience in the Federal Civilian market.
• Established relationships or connections within strategic Federal Civilian accounts are preferred.
• Experience in AI/ML or with a highly technical product and/or 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.
• Based in the National Capital Region, with the ability to work out of Scale’s D.C. office 2-3 days a week.

Personality Traits:

• Sales oriented.
• Deeply intellectually curious.
• High agency, velocity, drive, and grit.
• Ability to thrive in unstructured environments.