Deployment Strategist

The shape of it

In the posting’s own words

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.

What the job covers

• Full-Spectrum Capture & Quota Ownership Carry and exceed a multi-million dollar annual revenue quota across NRO and NGA. You 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. You will maintain active, trusted relationships with SES-level sponsors, PEOs, mission area leads, and technical evaluators. You understand their modernization roadmaps — GEOINT Pathfinder, the Ground Enterprise, IC IT Enterprise — and you position Scale at the center of their most ambitious programs.
• IC Acquisition Navigation You know how to leverage IC-specific acquisition vehicles: NGA's research BAAs, NRO's OTAs, and classified program vehicles. You can shape a white paper, respond to an RFI, and architect a deal structure that survives IC oversight. You 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. Whether the mission need is automating change detection, accelerating multi-INT fusion, or deploying foundation models against geospatial data pipelines — you can translate the operational requirement into a buildable technical specification for Scale's engineering team.
• SI & Prime Orchestration The IC does not buy software directly from startups at scale. You will 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. You are the lead negotiator for sub-contracting arrangements and you protect Scale's programmatic position through contract award.
• Operational Transition & Scale When the contract is signed, your job deepens. You lead the account through delivery, ensuring Engagement Managers, Technical PMs, and Engineers have the customer context and executive backing to succeed. You own renewal, expansion, and the next use case — turning a single GEOINT workflow into a department-wide enterprise standard.
• 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: You have successfully closed and implemented multi-year IC contracts exceeding $25M. You have a line item in an IC budget with your fingerprints on it.
• Domain Fluency: You speak GEOINT. You 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. You don't need a glossary.
• IC Acquisition Expertise: You have direct experience with NGA BAAs, IC OTAs, NRO acquisition vehicles, and the political dynamics of IC Program of Record integration. You understand how the DNI and IC CIO equities affect technology decisions.
• IC Network: You have existing, active relationships at NRO and NGA — not just name recognition. SES-level sponsors, PEO staff, and mission-area technical leads who will take your call.
• Clearance: Active TS/SCI; Full Scope Polygraph strongly preferred

Degree language

• Education: BS/BA required; technical degree, Master's, or MBA preferred.

Tools and skills named

Words the posting leans on

• nga13×
• nro11×
• geoint8×
• program8×
• acquisition7×
• agentic7×
• enterprise6×
• know6×
• lead6×
• mission6×
• technical6×
• account4×
• foundation4×
• imagery exploitation4×
• understand4×
• winning4×

Counted from the posting after the mission statement and the legal notices are set aside. The ones near the top are the ones a screener is looking for.

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