Role overview

Scale is seeking a Public Sector Lead to drive AI adoption across UK defence and national security. This newly-created role will lead commercial efforts to establish Scale’s presence in the Ministry of Defence and related agencies, positioning the company to support the sector’s transition from AI pilots to operational capability aligned with the 2025 Strategic Defence Review and Defence AI Strategy.

Key responsibilities

Own the commercial strategy and sales pipeline for UK defence and security, identifying and pursuing opportunities across the Ministry of Defence, Defence Digital, UK Strategic Command, DE&S, Dstl, and the broader security and intelligence community.
Source, shape, and close deals independently from initial engagement through contract signature and into delivery.
Leverage existing relationships within defence and national security organisations to advance business development.
Navigate defence procurement routes to market including the Defence Sourcing Portal, DASA, JOSCAR registration, and Cabinet Office-managed frameworks.
Serve as a trusted counterpart to senior military and civil service leaders, translating their requirements into deliverable solutions.
Manage security clearance, accreditation, and information-handling protocols required for defence engagements.
Build and lead a small team as the business scales, while collaborating with product and delivery teams to ensure alignment between sales and execution.

Requirements

Proven track record selling and delivering AI technology or transformation initiatives into UK defence or national security, either as a vendor, systems integrator, or in a senior commercial role within the MOD or Armed Forces.
Deep expertise in at least one part of the defence ecosystem—such as the MOD, UK Strategic Command, DE&S, Dstl, or a single Service—and knowledge of how it procures solutions.
Demonstrated ability to build commercial initiatives from scratch, such as launching a new vertical, territory, or product line.
Understanding of defence and public sector procurement mechanisms, including frameworks, tender processes, single-source arrangements, and multi-stakeholder buying cycles.
Experience managing complex, multi-stage pursuits and owning commercial outcomes.
Established relationships with senior figures in defence and security.
UK security clearance at Developed Vetting (DV) level or higher, or eligibility to obtain Standard Clearance (SC) as a minimum.
Ability to perform in ambiguous, fast-moving environments.

What makes this role worth considering

This role offers the opportunity to build a market rather than maintain an established one. There is no inherited playbook, meaning the deals you win and your approach to winning them will define how Scale engages with UK defence for years to come. You will have direct reporting to the Head of Public Sector, UK, and the autonomy to shape both your own team and the broader UK public sector commercial strategy as the company grows.