Strategic Defense AI Deployment Lead

Scale AI; Los Angeles (CA); On-site; USD 203,200 - 254,000; Full time

Benefits offered by this job

Health benefits

Dental & Vision

Retirement benefits

Learning stipend

Paid time off

Commuter stipend

Job summary

Scale AI in California is seeking a Defense Deployment Strategist to bridge cutting-edge AI research with mission-critical production. You will lead the deployment of Agentic AI into defense workflows, ensuring pilots scale within national defense programs.

You will own a multi-million dollar quota, draft high‑impact proposals, coordinate with delivery teams, and guide accounts from pilot to enterprise deployment, leveraging 10+ years in DoW/IC sales and DoD relationships.

Qualifications

• 10+ years of experience in complex enterprise IT sales or business development specifically within the DoW/IC.
• Proven track record closing multi-year deals exceeding $25M.
• Deep understanding of the DoW’s modernization priorities, AI/ML, computer vision, or autonomous systems.
• Demonstrated ability to transition technology from demo to deployed capability within a major PEO.
• Existing high-level relationships across the DoW, with focus on Defense Agencies and major primes.
• Active Top Secret/SCI clearance strongly preferred.

Responsibilities

• Full-Spectrum Capture & Quota Ownership: manage a multi-million dollar annual revenue quota from opportunity identification to contract award and revenue recognition.
• Tactical Execution: draft white papers, lead complex proposals, architect deal structures and navigate defense contracting nuances.
• Operational Transition: lead the account post-deal to enable delivery teams and scale pilots into programs.
• Renewal, Expansion & Growth: own long-term account strategy and identify next use cases and funding.
• Direct Agentic Solutioning: translate customer visions into actionable technical requirements for engineers.
• SI & Prime Orchestration: manage and negotiate with SIs and Defense Primes to ensure scale.

Skills

DoD/IC sales

Enterprise IT sales

Strategic partnerships

Contract negotiations

Security clearance

Education

BS/BA required

MBA preferred

Job description

Scale AI in California is seeking a Defense Deployment Strategist to bridge cutting-edge AI research with mission-critical production. You will lead the deployment of Agentic AI into defense workflows, ensuring pilots scale within national defense programs.

You will own a multi-million dollar quota, draft high‑impact proposals, coordinate with delivery teams, and guide accounts from pilot to enterprise deployment, leveraging 10+ years in DoW/IC sales and DoD relationships.