Deployment Strategist - DHS/DOJ

About the role

Scale AI is hiring a Deployment Strategist to support the Department of Homeland Security (DHS) and the Department of Justice (DOJ). The role bridges cutting-edge AI research and mission-critical production, helping deploy Agentic AI and autonomous reasoning systems into homeland security and law enforcement workflows. It is an individual contributor role with heavy leadership expectations: you are the "CEO of the Account" and responsible for turning high-stakes prototypes into full-scale, funded deployments.

Key responsibilities

• Capture and exceed a multi-million dollar annual revenue quota, from identifying top-of-funnel opportunities to contract award and revenue recognition.
• Draft high-impact white papers, lead complex proposals, architect deal structures and navigate federal civilian contracting, including OTAs, GSA schedules and component-specific IDIQ vehicles.
• Lead the account after signing, ensuring the delivery team (Engagement Managers, Technical PMs, Engineers, Product) delivers and scales the solution, and act as the primary customer contact.
• Own renewal, expansion and growth, identifying the next use case and follow-on funding.
• Co-design Agentic AI workflows with technical teams and end-users, translating customer vision into technical requirements.
• Work with Partner Managers to manage and negotiate with Tier 1 Systems Integrators and federal primes, and lead negotiations on sub-contracting and teaming agreements.

Required profile

• 10+ years in complex enterprise IT sales or business development, within DHS, DOJ or the federal law enforcement and homeland security market.
• Proven track record closing and implementing multi-year deals exceeding $25M.
• Deep knowledge of DHS and DOJ modernization priorities in AI/ML, computer vision, biometrics, screening and vetting, investigative analytics or case management.
• Ability to move technology from demonstration to deployed capability in a major component program office.
• Existing high-level relationships across DHS and DOJ components (CBP, ICE, USCIS, TSA, CISA, FBI, DEA, ATF, USMS) and their CIOs and enterprise IT organizations, plus contacts at major federal integrators.
• Active Secret clearance strongly preferred; TS/SCI and component suitability a plus.
• BS/BA required; technical degree or MBA preferred.
• Based in the National Capital Region, able to work from the D.C. office 2-3 days a week and travel 20-30% of the time.

What we offer

• Base salary range of $176,800-$221,000 USD for Washington, DC.
• Eligibility for commissions.
• Health, dental and vision coverage, retirement benefits, learning and development stipend and generous PTO.
• Equity (stock options) granted upon Board of Director approval.