Deployment Strategist - DHS/DOJ (AI)

Location: Based in the National Capital Region, with attendance at Scale’s Washington, D.C. office 2–3 days per week; travel 20–30%.

Company

Scale AI develops reliable AI systems, high-quality data, and full-stack technologies for government and enterprise applications.

What you will do

• Own the full sales and capture lifecycle for DHS and DOJ accounts, including pipeline development, requirements shaping, proposals, contracting, and revenue recognition.
• Carry and exceed a multi-million-dollar annual quota while building multi-year enterprise deployments.
• Draft white papers, lead complex proposals, architect deal structures, and navigate OTAs, GSA schedules, and IDIQ vehicles.
• Lead the transition of pilots into scaled operational capabilities and coordinate Engagement Managers, Technical PMs, Engineers, and Product teams.
• Co-design agentic AI workflows with technical teams and end users, translating mission needs into buildable technical requirements.
• Manage systems integrators and federal primes, including subcontracting and teaming negotiations.

Requirements

• 10+ years of complex enterprise IT sales or business development experience in DHS, DOJ, federal law enforcement, or homeland security.
• Track record of closing and implementing multi-year deals exceeding $25 million and securing programmed budget funding.
• Deep knowledge of DHS and DOJ modernization priorities, including AI/ML, computer vision, biometrics, screening and vetting, investigative analytics, or case management.
• Existing senior relationships across DHS and DOJ components and major federal integrators.
• Active Secret clearance is strongly preferred; TS/SCI and component suitability are advantageous.
• BS/BA required; a technical degree or MBA is preferred.

Nice to have

• TS/SCI clearance or existing component suitability.
• Technical degree or MBA.
• Ability to explain RAG and agentic reasoning to technical evaluators.

Culture & Benefits

• Mission-driven work developing AI for high-impact government and enterprise decisions.
• Fast-paced Series E startup environment with work requiring executive presence and technical credibility.
• Base salary, equity, commissions, and benefits.
• Comprehensive health, dental, and vision coverage, retirement benefits, learning and development stipend, and generous PTO.
• Potential commuter stipend.