Federal Business Development Lead

Washington, DC
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Scale is a rapidly-growing, venture-backed series-D startup that is changing the way organizations around the world build AI applications. We’re looking for a strong business development (BD) lead who can help us offer our product to government agencies, primarily within the U.S. Air Force (USAF)/U.S. Space Force (USSF) and the National Geospatial-Intelligence Agency (NGA), to build their AI/ML capabilities. This role will be deeply involved in overall strategy, help grow Scale’s established federal business, and have massive impact on the adoption of cutting-edge technologies for the nation.

You will:

  • Scale is a vital part of bringing ML enabled technologies to the world, from autonomous driving to drones, robots and AR/VR. Our customer base is growing exponentially, and you will be on the front lines of ensuring that the world's most innovative companies become passionate, lifelong Scale customers. Our Federal BD team identifies key customers within our strategic accounts and partners closely with Scale Solution Engineers (SEs) to identify and then lead prospective customers through pre-sales pilots with the goal of getting to “yes” on the Scale product.

  • Responsibilities:

  • High-fidelity requirement and relationship mapping within key USAF/USSF or NGA target customer offices to identify opportunities for Scale’s business and offerings
  • Pursue those opportunities and provide input to our federal GTM strategy
  • Be involved in everything from writing RFPs to pitching directly to key stakeholders on what Scale’s business can offer
  • Leverage technical teams and other key stakeholders across the executive level to help discuss emerging trends in AI/ML
  • Partner with Scale SEs to deliver customer pilots according to requirements agreed by the customer
  • Evangelize Scale and interact with federal customers at events 

Ideally you'd have:

  • Minimum 3-5+ years experience in a federal technical sales or consulting role
  • Proven track record closing high-value, multi-year deals (more than $10M)
  • Prior experience with the U.S. Government as a civil servant (GS-13/14), service member (O4/5), or consultant
  • Established relationships or connections within Scale strategic USAF/USSF or NGA accounts
  • A strong desire to roll up your sleeves and help build a business in an extremely fast-paced environment
  • Experience in AI/ML
  • Desire to work and learn with a highly technical product and team
  • Ability to travel 10-20% of the time
  • Eligibility for a Secret security clearance is required; an active Top Secret clearance is strongly preferred
About Us:
At Scale, our mission is to accelerate the development of Machine Learning and AI applications across multiple markets. Our first product is a suite of APIs that allow AI teams to generate high-quality ground truth data. Our customers include OpenAI, Zoox, Lyft, Pinterest, Airbnb, nuTonomy, and many more.

Scale AI is an equal opportunity employer. We aim for every person at Scale to feel like they matter, belong, and can be their authentic selves so they can do their best work. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Scale AI is 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 accommodations@scale.com. Please see the United States Department of Labor's EEO poster and EEO poster supplement for additional information.

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