Account Executive, Army

Scale AI•Washington, DC

1d•$203,200 - $254,000•Hybrid

About The Position

Scale is hiring an Account Executive to lead Army-domain sales of its agentic AI products and infrastructure. The role connects AI research to mission-critical Army operations, with a focus on moving proven capabilities into funded, multi-year programs rather than relying on short-term prototypes. The Account Executive owns the territory, customer relationship, and commercial result as an individual contributor with significant leadership expectations. The role is based in Washington, DC, and requires working on-site or with the customer three days per week and traveling at least 30% of the time. Scale describes its mission as developing reliable AI systems for important decisions and supporting government and enterprise customers. Compensation includes base salary, equity for eligible roles, and benefits.

Requirements

At least 7 years of experience across Army operations, government acquisitions, complex enterprise IT sales, or defense business development; Army military or government civilian service is considered relevant.
Demonstrated success closing and implementing multi-year deals and securing budget line items.
Deep understanding of Army modernization priorities and applications of AI/ML, computer vision, and autonomy.
Demonstrated ability to move technology from demonstration to deployed capability within a major PEO or program office.
Existing relationships across HQDA, USARPAC, PEOs and PAEs, and ASA(ALT), as well as major primes and integrators.
Active Secret clearance at a minimum.
Bachelor of Science or Bachelor of Arts degree.
Ability to work on-site or with the customer three days per week in Washington, DC.
Ability to travel at least 30% of the time.
Ability to explain technical concepts such as RAG and agentic reasoning to technical evaluators.

Nice To Haves

Active TS/SCI clearance.
Technical degree or MBA.
Experience in uniform or as an Army government civilian.

Responsibilities

Own the Army territory and annual bookings target, manage the full sales lifecycle, and maintain a qualified pipeline of at least three times the target.
Bring proven Scale offerings to new Army buying centers and qualify opportunities based on their connection to existing programs or a clear funding path.
Secure executive sponsorship and programmed funding through POM, program-office, and production vehicles to move prototypes into deployed capabilities.
Personally draft white papers and OTA responses, lead complex proposal development, architect deal structures, and navigate defense acquisition.
Own the long-term Army account strategy, defend renewals, maintain executive relationships, identify use cases, and secure follow-on funding.
Work with delivery teams and other partners to monitor mission outcomes and customer health, surface risks, and support successful execution.
Collaborate with Solutions Engineers and operators to design agentic AI workflows and translate mission problems into technical requirements.
Negotiate subcontracting and teaming agreements with Tier 1 systems integrators and prime contractors alongside Scale Partner Managers.
Coordinate with Capture and peer Account Executives, including deconflicting accounts owned by peers.