Deployment Strategist

Segment (Twilio); Los Angeles (CA); Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Health coverage

Dental coverage

Vision coverage

Retirement benefits

Learning stipend

Generous PTO

Commuter stipend

Job summary

Segment (Twilio) is seeking a Defense Deployment Strategist to bridge cutting‑edge AI research with mission‑critical production. You will lead the deployment of autonomous reasoning systems into defense workflows and own the full lifecycle of high‑stakes prototypes from opportunity to contract award.

You will carry a multi‑million dollar annual quota, develop white papers and proposals, and coordinate with defense primes and SI partners. DC hybrid work and travel 20–30% are expected.

Qualifications

• 10+ years of complex enterprise IT sales or business development within the DoW/IC.
• Proven track record of multi-year deals, >$25M in value.
• Deep knowledge of the DoW modernization priorities in AI/ML, CV, or autonomous systems.
• Experience transitioning tech from demo to deployed capability in large programs.
• Extensive network with DoD agencies, primes, and systems integrators.
• Top Secret/SCI clearance preferred; Bachelor’s degree required; MBA preferred.

Responsibilities

• Own the full lifecycle of high‑stakes prototypes from opportunity to contract award and revenue recognition.
• Carry and exceed a multi‑million dollar annual revenue quota and achieve quota ownership.
• Draft white papers, develop complex proposals, architect deal structures, and navigate defense contracting nuances.
• Lead account transitions and ongoing success, enabling mission success and pilot scalability.
• Own long‑term strategy, identify new use cases, secure follow‑on funding, and drive growth from pilots to enterprise standards.
• Collaborate with technical teams and end‑users to co‑design Agentic AI workflows based on customer vision.
• Negotiate with Tier1 Systems Integrators and Defense Primes, manage sub‑contracting and teaming agreements.

Skills

Enterprise IT sales

Business development

Defense/IC knowledge

Negotiation

Strategic account management

Education

Bachelor’s degree

Job description

Scale is building AI for the world’s most important decisions. From the front lines of national defense to the core of global enterprise, we provide the data engine and agentic infrastructure that powers the next generation of American and allied interests. As a Defense Deployment Strategist, you will bridge the gap between cutting‑edge AI research and mission‑critical production, leading the deployment of autonomous reasoning systems into defense workflows.

Responsibilities

• Own the full lifecycle of high‑stakes prototypes—from identifying opportunities and shaping requirements to final contract award and revenue recognition.
• Carry and exceed a multi‑million dollar annual revenue quota and achieve quota ownership.
• Draft high‑impact white papers, develop complex proposals, architect deal structures, and navigate defense contracting nuances.
• Lead account transition and ongoing success, ensuring delivery teams enable mission success and pilot scalability.
• Own long‑term strategy, identify new use cases, secure follow‑on funding, and drive growth from single deployments to enterprise standards.
• Collaborate with technical teams and end‑users to co‑design Agentic AI workflows based on customer vision.
• Negotiate with Tier1 Systems Integrators and Defense Primes, manage sub‑contracting and teaming agreements, and position Scale as the agentic AI engine in larger programs.

Qualifications

• 10+ years of complex enterprise IT sales or business development within the DoW/IC.
• Successfully closed and implemented multi‑year deals exceeding $25million, with proven ability to secure budget line items.
• Deep knowledge of the DoW’s modernization priorities, specifically in AI/ML, computer vision, or autonomous systems.
• Demonstrated track record of transitioning technology from demonstration to fully deployed capability within a major PEO.
• Strong network of high‑level relationships across the DoW, focused on Defense Agencies and enterprise IT, and a Rolodex of contacts at major primes.
• Active Top Secret/SCI clearance preferred.
• Bachelor’s degree required; technical degree or MBA preferred.
• Based in the National Capital Region with ability to work out of the D.C. office 2–3 days a week and travel 20–30% of the time.

Benefits

Compensation includes base salary, equity, and benefits. Benefits include comprehensive health, dental and vision coverage; retirement benefits; a learning and development stipend; plus generous PTO. Additional benefits may include a commuter stipend.

Equal Opportunity Employer

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status. We provide reasonable accommodations to applicants with physical and mental disabilities.