Role overview

Scale is seeking a Deployment Strategist to lead the adoption of agentic AI and autonomous reasoning systems within the Department of Homeland Security and Department of Justice. This individual contributor role carries significant leadership responsibility, focusing on transitioning cutting-edge AI capabilities from research and pilots into fully operational, funded components of federal law enforcement and homeland security operations.

Key responsibilities

Own multi-million dollar annual revenue quotas across the full sales lifecycle, from identifying opportunities and shaping requirements through contract award and revenue recognition.
Develop high-impact white papers, lead complex proposal development, architect deal structures, and navigate federal civilian contracting vehicles including OTAs, GSA schedules, and component-specific IDIQ arrangements.
Lead operational transitions following contract signature, serving as the primary customer contact and ensuring deployment teams achieve mission success and scale beyond initial pilots.
Identify follow-on use cases, secure renewal and expansion funding, and drive account strategy that transforms single-component deployments into department-wide standards.
Work directly with technical teams and end-users to co-design agentic AI workflows and translate customer vision into specific technical requirements for engineering teams.
Actively manage and negotiate with Tier 1 Systems Integrators and federal prime contractors to position Scale as the agentic AI engine within larger programs.

Requirements

Minimum 10 years of experience in complex enterprise IT sales or business development within DHS, DOJ, or the broader federal law enforcement and homeland security sector.
Demonstrated success closing and implementing multi-year deals exceeding $25 million, with proven ability to secure budget line items.
Deep domain expertise in DHS and DOJ modernization priorities, particularly in AI/ML, computer vision, biometrics, screening and vetting, investigative analytics, or case management.
Proven track record transitioning technology from demonstration phase to deployed capability within major component program offices.
Established high-level relationships across DHS and DOJ components (CBP, ICE, USCIS, TSA, CISA, FBI, DEA, ATF, USMS) and their CIO and enterprise IT organizations, plus contacts at major federal integrators.
Active Secret clearance strongly preferred; TS/SCI and existing component suitability are advantageous.
Bachelor’s degree required; technical degree or MBA preferred.

What makes this role worth considering

This position offers the opportunity to directly influence how artificial intelligence shapes national security and law enforcement priorities. The role combines startup velocity with the scale and impact of federal government operations, requiring someone equally comfortable briefing program executives and working through procurement complexities. Based in the National Capital Region with flexibility to work from Scale’s D.C. office 2-3 days weekly, this position allows 20-30% travel to support customer engagement and program delivery.