The opportunity
Scale is building AI for the world’s most important decisions. From the front lines of homeland security to the core of global enterprise, we provide the data engine and agentic infrastructure that powers the next generation of American and allied interests.
What you'll do
Full-Spectrum Capture & Quota Ownership: Carry and exceed a multi-million dollar annual revenue quota. You are responsible for the entire lifecycle: from identifying the top of funnel opportunity and shaping requirements to the final contract award and revenue recognition.
Tactical Execution: You don’t just delegate; you execute. You will personally draft high-impact white papers, lead the development of complex proposals, architect deal structures, and navigate the nuances of federal civilian contracting, including OTAs, GSA schedules, and component-specific IDIQ vehicles.
Operational Transition: Once the deal is signed, your job isn’t over. You will continue to lead the account, ensuring that the delivery team (Engagement Managers, Technical PMs, Engineers, and Product) enables mission success. You are the primary point of contact for the customer, ensuring the pilot doesn’t just work, but scales.
Renewal, Expansion, & Growth: Own the long-term account strategy. You are responsible for identifying the next use case, securing the follow-on funding, and driving the 10x growth that turns a single component deployment into a department-wide enterprise standard.
Direct Agentic Solutioning: Work in the weeds with technical teams and end-users to co-design Agentic AI workflows. You must be able to translate a customer’s vision into a specific technical requirement that our engineers can build against.
SI & Prime Orchestration: In partnership with Scale’s Partner Managers, you will actively manage and negotiate with Tier 1 Systems Integrators and federal primes to ensure Scale is the agentic AI engine of their larger programs. You will be the lead negotiator for sub-contracting and teaming agreements.
What they're looking for
- Experience: 10+ years of experience in complex enterprise IT sales or: business development, specifically within DHS, DOJ, or the broader federal law enforcement and homeland security market.
- Proven Track Record: You have successfully closed and implemented multi-year deals exceeding $25M. You know how to get a line item in the budget.
- Domain Expertise: Deep understanding of DHS and DOJ modernization priorities, specifically in AI/ML, computer vision, biometrics, screening and vetting, investigative analytics, or case management.
- The Valley of Death Navigator: You have a demonstrated ability to transition technology from "cool demo" to "deployed capability" within a major component program office.
