The opportunity
Scale is building AI for the world's most consequential decisions. In the Intelligence Community, that means deploying Agentic AI into the workflows that power overhead intelligence, geospatial analysis, and imagery exploitation — the systems that give the United States and its allies an irreplaceable strategic edge.
What you'll do
Full-Spectrum Capture & Quota Ownership Carry and exceed a multi-million: dollar annual revenue quota across NRO and NGA. You own the entire lifecycle: shaping requirements before the RFP drops, influencing the acquisition strategy, navigating source selection, and closing. You are not waiting for inbound leads — you are building the funnel.
Mission Partner Engagement Develop and execute deep account strategies for: NRO and NGA. You will maintain active, trusted relationships with SES-level sponsors, PEOs, mission area leads, and technical evaluators. You understand their modernization roadmaps — GEOINT Pathfinder, the Ground Enterprise, IC IT Enterprise — and you position Scale at the center of their most ambitious programs.
IC Acquisition Navigation You know how to leverage IC-specific acquisition: vehicles: NGA's research BAAs, NRO's OTAs, and classified program vehicles. You can shape a white paper, respond to an RFI, and architect a deal structure that survives IC oversight. You have navigated the Valley of Death before and helped a program cross it.
Agentic Solutioning for GEOINT & Overhead Intelligence Work directly with: analysts, mission engineers, and imagery exploitation teams to co-design Agentic AI workflows. Whether the mission need is automating change detection, accelerating multi-INT fusion, or deploying foundation models against geospatial data pipelines — you can translate the operational requirement into a buildable technical specification for Scale's engineering team.
SI & Prime Orchestration The IC does not buy software directly from startups: at scale. You will manage and negotiate teaming agreements with Tier 1 primes — Leidos, Booz Allen, Northrop Grumman, Maxar, L3Harris — ensuring Scale is the agentic AI engine inside their winning proposals. You are the lead negotiator for sub-contracting arrangements and you protect Scale's programmatic position through contract award.
Operational Transition & Scale When the contract is signed, your job deepens.: You lead the account through delivery, ensuring Engagement Managers, Technical PMs, and Engineers have the customer context and executive backing to succeed. You own renewal, expansion, and the next use case — turning a single GEOINT workflow into a department-wide enterprise standard.
What they're looking for
- Experience: 10+ years in enterprise technology sales, business development,: or program capture specifically within the IC — with NRO and/or NGA as primary accounts.
- Proven Wins: You have successfully closed and implemented multi-year IC: contracts exceeding $25M. You have a line item in an IC budget with your fingerprints on it.
- Domain Fluency: You speak GEOINT. You understand overhead collection, imagery exploitation, Foundation GEOINT Services, ISR data pipelines, and the multi-INT fusion challenges that NRO and NGA mission partners face daily. You don't need a glossary.
- IC Acquisition Expertise: You have direct experience with NGA BAAs, IC OTAs, NRO acquisition vehicles, and the political dynamics of IC Program of Record integration. You understand how the DNI and IC CIO equities affect technology decisions.
