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Scale builds AI systems for high-stakes decisions, providing data, evaluation, and full-stack AI applications to leading organizations globally. The company is expanding into the UK public sector, particularly defence and national security.
You will lead Scale's commercial strategy and execution across UK defence and the national security community. Reporting directly to the Public Sector leader, you will own relationships with the Ministry of Defence, Defence Digital, UK Strategic Command, DE&S, Dstl, and the broader defence and security customer base. This is a hands-on role where you will carry a number (close deals yourself), build a small team as the business grows, and shape how Scale engages with UK defence long-term.
Key responsibilities:
- Own the commercial plan and pipeline for UK defence and security
- Find, shape, and close deals from initial conversation through contract and delivery
- Leverage existing relationships across MOD, Defence Digital, UK Strategic Command, DE&S, Dstl, and the security/intelligence community
- Navigate defence routes to market (Defence Sourcing Portal, DASA, JOSCAR, CCS frameworks, single-source arrangements)
- Serve as a credible counterpart to senior military and civil service leaders, translating their needs into deliverable solutions
- Manage security clearance, accreditation, and information-handling requirements
- Maintain close collaboration with product and delivery teams to ensure alignment between sales and execution
- Hire and lead a growing team; contribute to the wider UK public sector strategy alongside the Central Government Lead
Requirements:
- Proven track record selling and delivering technology or transformation work into UK defence or national security (from vendor, SI, or inside MOD/Armed Forces)
- Deep knowledge of at least one defence organization (MOD, UK Strategic Command, DE&S, Dstl, or a single Service) and its procurement processes
- Understanding of defence and public sector procurement frameworks, tenders, single-source rules, and multi-stakeholder buying processes
- Demonstrated success opening doors, running complex pursuits, and owning outcomes
- Established relationships with senior defence leaders
- Hold or be eligible to obtain UK security clearance (SC minimum; DV desirable)
- Ability to thrive in ambiguous, fast-moving environments
Nice to have:
- Experience with AI or data-heavy platforms
- Background in regulated, mission-critical, or classified government programmes
- Prior experience building or running a small commercial team
Typical background: senior commercial or programme roles at defence contractors (Palantir, Anduril, BAE Systems, QinetiQ, Leidos, Babcock), systems integrators (Accenture, Deloitte, EY, PA Consulting), or inside MOD, DE&S, or the Armed Forces.
