Deployment Strategist

Scale is building AI for the world's most consequential decisions. As the Defense Deployment Strategist for NRO and NGA, you will lead the end-to-end effort to land, deploy, and scale Agentic AI capabilities inside two of the most technically sophisticated and mission-critical agencies in the U.S. government.

Responsibilities

This is an individual contributor role with heavy leadership expectations. You are the "CEO of the Account," responsible for the following:

• 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.
• 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.
• IC Acquisition Navigation: You know how to leverage IC-specific acquisition vehicles: NGA's research BAAs, NRO's OTAs, and classified program vehicles.
• Agentic Solutioning for GEOINT & Overhead Intelligence: Work directly with analysts, mission engineers, and imagery exploitation teams to co-design Agentic AI workflows.
• SI & Prime Orchestration: 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.
• Operational Transition & Scale: Lead the account through delivery, ensuring Engagement Managers, Technical PMs, and Engineers have the customer context and executive backing to succeed.

Requirements

• 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.
• 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.
• 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.
• IC Network: You have existing, active relationships at NRO and NGA , not just name recognition.
• Clearance: Active TS/SCI; Full Scope Polygraph strongly preferred.
• Education: BS/BA required; technical degree, Master's, or MBA preferred.
• Geography: Based in the National Capital Region (Springfield/Bethesda corridor preferred), with the ability to operate in classified environments. 20–30% travel.

Compensation

The base salary range for this full-time position in the location of Washington DC is: $200,000-$240,000 USD. You'll also receive benefits including, but not limited to: comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO.