Deployment Strategist

Scale is building AI for the world’s most consequential decisions. In the Intelligence Community, that means deploying Agentic AI into the workflows that power overhead intelligence, geospatial analysis, and imagery exploitation — the systems that give the United States and its allies an irreplaceable strategic edge. As the Defense Deployment Strategist for NRO and NGA, you are Scale’s point of presence at the intersection of AI and national intelligence. 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. This is not a sales role. This is a full‑spectrum capture, deployment, and growth role — and you are the one running it. Deployment Strategist NRO and NGA represent the frontier of AI adoption within the IC. NGA’s GEOINT Pathfinder, Foundation GEOINT Services, and data modernization programs are actively seeking agentic AI capabilities that can automate imagery exploitation, fuse multi‑source intelligence, and accelerate analyst workflows. NRO’s Ground Enterprise and Systems Acquisition Directorate are investing in AI‑enabled data pipelines and autonomous processing at scale. Your job is to ensure Scale is embedded in both. Responsibilities Full‑Spectrum Capture & Quota Ownership: Carry and exceed a multi‑million dollar annual revenue quota across NRO and NGA. Own the entire lifecycle—shaping requirements before the RFP drops, influencing the acquisition strategy, navigating source selection, and closing. You are not waiting for inbound leads—you are building the funnel. Mission Partner Engagement: Develop and execute deep account strategies for NRO and NGA. Maintain active, trusted relationships with SES‑level sponsors, PEOs, mission area leads, and technical evaluators. Understand their modernization roadmaps—GEOINT Pathfinder, the Ground Enterprise, IC IT Enterprise—and position Scale at the center of their most ambitious programs. IC Acquisition Navigation: Leverage IC‑specific acquisition vehicles—NGA’s research BAAs, NRO’s OTAs, and classified program vehicles. Shape a white paper, respond to an RFI, and architect a deal structure that survives IC oversight. Have navigated the Valley of Death before and helped a program cross it. Agentic Solutioning for GEOINT & Overhead Intelligence: Work directly with analysts, mission engineers, and imagery exploitation teams to co‑design Agentic AI workflows. Translate operational requirements into a buildable technical specification for Scale’s engineering team. 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. Lead negotiations for subcontracting arrangements and protect Scale’s programmatic position through contract award. Operational Transition & Scale: After contract signing, lead the account through delivery, ensuring Engagement Managers, Technical PMs, and Engineers have the customer context and executive backing to succeed. Own renewal, expansion, and the next use case—turning a single GEOINT workflow into a department‑wide enterprise standard. 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: Successfully closed and implemented multi‑year IC contracts exceeding $25 M. Have a line item in an IC budget with your fingerprints on it. Domain Fluency: Speak GEOINT. 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: Direct experience with NGA BAAs, IC OTAs, NRO acquisition vehicles, and the political dynamics of IC Program of Record integration. Understand how the DNI and IC CIO equities affect technology decisions. IC Network: Existing, active relationships at NRO and NGA—SES‑level sponsors, PEO staff, and mission‑area technical leads who will take your call. 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. Who you are IC Native: Lived in this world. Know the difference between NGA’s GEOINT Services directorate and its Analysis directorate. Know what the Ground Enterprise means to the NRO’s customers. The Closer‑Operator: Brief a Senior National Intelligence Officer in the morning and spend the afternoon in a SCIF working a proposal. Executive presence and tactical execution are the same skill to you. Valley of Death Veteran: Transitioned a technology from demo to deployed IC capability. Know who to call, which budget line to pursue, and how to keep a program alive through a continuing resolution. Technically Credible: Can credibly explain Agentic AI, RAG pipelines, and foundation model fine‑tuning to a skeptical NGA technical evaluator—and connect it to their mission problem. Mission‑Driven: Believe that winning in AI is winning the intelligence advantage of the next century. Will the unglamorous work to make it happen. Compensation and Benefits Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale; it will be determined during the interview process based on work location and additional factors, including job‑related skills, experience, qualifications, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity‑based compensation, subject to Board of Directors approval. You’ll also receive benefits including comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, generous PTO, and a commuter stipend. The base salary range for this full‑time position in the location of Washington DC is: $200,000 – $240,000 USD Equal Employment Opportunity We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. 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 are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at View email address on click.appcast.io. Please see the United States Department of Labor’s Know Your Rights poster for additional information. We comply with the United States Department of Labor’s Pay Transparency provision. #J-18808-Ljbffr Scale AI