Head of Business Development Public Sector Washington, DC

Scale AI, Inc.; Washington (District of Columbia); On-site; USD 188,000 - 236,000; Full time

Job summary

A leading company in AI is seeking a Director of Public Sector Deployment Strategy to drive growth in government accounts. The role involves leading a team in strategic business development, cultivating relationships, and leveraging AI solutions to meet customer needs. The ideal candidate will have extensive experience in government technology programs and a strong technical background. This position offers a competitive salary and the opportunity to influence the future of AI in the public sector.

Qualifications

• At least 10 years of experience in a customer-facing technical or government role.
• Management experience required.
• Understanding of ML Operations.

Responsibilities

• Lead a team of 8-12 professionals in business development.
• Develop and execute strategies for Defense and Intelligence sectors.
• Negotiate and close deals while managing a pipeline of opportunities.

Skills

Leadership

Problem Solving

Communication

Collaboration

Customer Relationship Management

Education

Technical background in CS, Physics, Statistics, Engineering

Job description

Scale's Public Sector is growing, and we are seeking a dynamic Director, Public Sector Deployment Strategy to lead this growth and address complex challenges with our national and state partners by leveraging our position as a global leader in artificial intelligence. In this key role, you will lead a team dedicated to expanding our Public Sector accounts through strategic business development initiatives. Your team, including Deployment Strategists, Solution Engineers, and Proposal and Technical Writers, will develop and execute account growth strategies and identify new business opportunities.

As a player-coach, you will divide your time between managing a strategic account and overseeing your team's performance. You will act as a strategic advisor for your account, leveraging your expertise in business development, customer success, and technical program management. Your daily tasks include cultivating customer relationships, identifying growth opportunities, utilizing AI/ML solutions to meet customer needs, and coordinating internal resources for account expansion.

Your leadership extends to mentoring your team in business development, customer relationship management, product roadmaps, and strategic decision-making. You will work closely with team members to foster professional growth and maintain Scale as an outstanding workplace.

Your approach emphasizes developing scalable, repeatable strategies for growth, with a proven track record in maintaining and expanding customer accounts, securing renewals, and supporting sales in upselling. Your empathy and problem-solving skills will help build long-term relationships with federal customers, advancing Scale's offerings and delivering value aligned with their AI/ML objectives.

You will:

1. Lead a team of 8-12 top-performing professionals.
2. Develop and execute a business development strategy to expand within Defense, Intelligence, and Federal Civilian sectors, identify new markets, and drive revenue.
3. Build relationships with stakeholders in Defense and Intelligence, including government officials, industry partners, and potential clients.
4. Lead proposal preparation and submission for government contracts, ensuring compliance and leveraging AI/ML capabilities.
5. Collaborate with product teams to tailor AI/ML solutions for Defense and Intelligence clients.
6. Conduct market analysis to inform strategic planning.
7. Represent the company at industry events to increase brand awareness and generate leads.
8. Negotiate and close deals, working with legal and finance teams.
9. Manage a pipeline of opportunities, tracking progress and follow-ups.
10. Mentor and lead business development professionals, fostering a culture of excellence.
11. Coordinate with marketing to develop targeted campaigns for the Defense, Intelligence, and other sectors.

We have a diverse team with many having:

• Active Top Secret Clearance
• At least 10 years of experience in a customer-facing technical or government role
• Success in growing government technology programs
• Management experience
• Technical background in CS, Physics, Statistics, Engineering, or similar
• Proven B2B client relationship expansion skills
• Understanding of ML Operations
• Strong cross-functional and collaborative skills
• Excellent communication skills
• Structured, analytics-driven problem-solving ability
• Organization across multiple streams
• Willingness to travel at least 30%

The salary range for this position in Washington DC is $188,600 — $235,750 USD.

Note: Our policy requires a 90-day waiting period before reconsidering candidates for the same role.

About Us:

At Scale, we aim to accelerate the transition to AI across industries. Our products power advanced LLMs, generative models, and computer vision models, trusted by companies like OpenAI, Meta, Microsoft, government agencies, and enterprises. We value diversity and are committed to an inclusive workplace, providing reasonable accommodations for applicants with disabilities. For assistance, contact [e-mail]. See the Department of Labor's Know Your Rights poster for more information.

We collect and use personal data in accordance with our privacy policy, primarily to manage applicants' needs and comply with laws.