Defense AI Deployment Lead — Enterprise-Scale Impact

United States Digital Space LLC; Los Angeles (CA); On-site; USD 203,000 - 254,000; Full time

Job summary

Scale is building AI for the world’s most important decisions. As a Defense Deployment Strategist, you bridge cutting-edge AI research with mission-critical production, leading Agentic AI deployments into DoD workflows to support national decisions.

This executive role demands ownership of multi-year deals and program funding while coordinating with Engagement Managers, PMs, and primes. You will act as the CEO of the account, drafting white papers, shaping requirements, and driving

Qualifications

• 10+ years in complex enterprise IT sales or DoD/IC business development.
• Proven track record closing multi-year deals > $25M.
• Clearance: Active Top Secret/SCI preferred.

Responsibilities

• Full-Spectrum Capture & Quota Ownership: Carry and exceed a multi-million dollar annual revenue quota. End-to-end lifecycle from funnel to contract and revenue recognition.
• Tactical Execution: Draft high-impact white papers, lead complex proposals, architect deal structures, and navigate defense contracting nuances.
• Operational Transition: After signing, lead delivery with Engagers and PMs to ensure pilots scale.
• Renewal, Expansion, & Growth: Shape long-term account strategy, identify next use case, and drive 10x growth across deployments.
• Direct Agentic Solutioning: Work with technical teams to translate customer visions into concrete technical requirements.
• SI & Prime Orchestration: Manage SIs and Defense Primes, negotiating sub-contracting and teaming agreements.

Skills

DoD/IC domain experience

Enterprise IT sales

Program of Record selling

Executive sponsorship

Travel readiness

Education

BS/BA required

Technical degree or MBA preferred

Job description

Scale is building AI for the world’s most important decisions. As a Defense Deployment Strategist, you bridge cutting-edge AI research with mission-critical production, leading Agentic AI deployments into DoD workflows to support national decisions.

This executive role demands ownership of multi-year deals and program funding while coordinating with Engagement Managers, PMs, and primes. You will act as the CEO of the account, drafting white papers, shaping requirements, and driving