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Scale is seeking a Deployment Strategist to lead the commercialization and scaling of agentic AI systems within the U.S. Department of Homeland Security and Department of Justice. This is a senior individual contributor role with significant leadership expectations, positioned as the "CEO of the Account" for federal AI deployments.
You will own the full lifecycle of complex, multi-million-dollar federal contracts: from opportunity identification and requirements shaping through proposal development, contract negotiation, and post-award account management. Key responsibilities include carrying and exceeding annual revenue quotas (multi-million dollar range), personally drafting white papers and complex proposals, architecting deal structures within federal contracting frameworks (OTAs, GSA schedules, IDIQ vehicles), and navigating Systems Integrator partnerships.
Once deals close, you will lead operational transitions, ensuring delivery teams (Engagement Managers, Technical PMs, Engineers, Product) achieve mission success. You will serve as the primary customer contact, drive pilot-to-scale transitions, identify follow-on use cases, and expand deployments across DHS and DOJ components. You will also work directly with technical teams to co-design agentic AI workflows, translating customer vision into engineering requirements.
The role requires 10+ years in complex enterprise IT sales or business development within federal law enforcement and homeland security markets. You must have a proven track record closing and implementing multi-year deals exceeding $25M, deep domain expertise in DHS/DOJ modernization priorities (AI/ML, computer vision, biometrics, investigative analytics), and demonstrated ability to transition technology from prototype to deployed capability. An active Secret clearance is strongly preferred; TS/SCI and component suitability are a plus.
You will be based in the National Capital Region, working from Scale's D.C. office 2–3 days per week, with 20–30% travel. This role suits mission-driven professionals who thrive in long-cycle federal procurement, can operate in a high-velocity startup environment while maintaining Pentagon-grade polish, and are radically accountable for building their own funnel and closing deals.
