GTM Lead, National Security & Intelligence

GTM Lead, National Security & Intelligence

Washington, DC

Scale’s Public Sector business is growing, and we are seeking a driven GTM Lead, National Security & Intelligence to support expansion across National Security and Intelligence customers. In this role, you will be responsible for managing and growing a set of Public Sector accounts while leading a small, high-performing team focused on account execution, renewals, and expansion. You will work closely with Sales, Solutions Engineering, Product, and Delivery teams to help government customers successfully adopt and scale AI/ML solutions.

This role is ideal for a hands-on, customer-facing leader who enjoys operating as a player-coach - owning accounts directly while developing the skills and effectiveness of their team.

Your leadership will focus on execution, consistency, and repeatability - helping translate broader GTM strategy into actionable account plans, reliable pipeline growth, and strong customer satisfaction. You will collaborate closely with senior sales leadership and cross-functional partners to surface customer insights, inform product feedback, and continuously improve how Scale supports public sector customers.

• Manage and grow a portfolio of Public Sector accounts across Intelligence, Homeland Security, and Federal Law Enforcement customers.
• Lead and mentor a small team (typically 4–8) of customer-facing professionals, including Deployment Strategists, Solution Engineers, or related roles.
• Own account planning, renewals, and expansion motions, partnering with Account Executives to support upsells and long-term growth.
• Build and maintain strong relationships with government stakeholders, serving as a primary point of contact for day-to-day engagement and execution.
• Support the development and submission of proposals and responses to government solicitations in partnership with proposal and technical teams.
• Coordinate internal resources across Sales, Product, Engineering, and Delivery to ensure successful customer outcomes.
• Track and manage account health, pipeline, and forecast accuracy, ensuring timely follow-up and deal progression. Gather customer feedback and insights to inform product improvements and GTM execution.
• Represent Scale in customer meetings, reviews, and select industry events as needed.

• 7–10 years of professional experience, including time in a customer-facing role such as technical program management, engagement management, solutions delivery, or government programs.
• Experience supporting or growing government technology programs, either in industry or within government.
• Prior people management experience or demonstrated mentorship/leadership responsibility.
• A strong track record of managing client relationships and supporting account growth.
• Comfort working cross-functionally in fast-paced, ambiguous environments.
• A technical foundation or familiarity with AI/ML concepts (education or professional experience in CS, engineering, statistics, or related fields is a plus).
• Strong written and verbal communication skills, with experience engaging senior customer stakeholders.

Structured, analytical problem-solving skills and strong organizational habits across multiple work streams.

Compensation and benefits: Compensation packages at Scale for eligible roles include base salary, equity, and benefits. Salary ranges vary by location and experience. Scale employees in eligible roles are granted equity-based compensation, subject to Board approval. You’ll also receive benefits including comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. This role may be eligible for additional benefits such as a commuter stipend.

The base salary range for this full-time position in Washington, DC is: $198,030 - $247,538 USD

PLEASE NOTE: Our policy requires a 90-day waiting period before reconsidering candidates for the same role.

About Us: At Scale, our mission is to develop reliable AI systems for the world's most important decisions. We work with industry leaders and U.S. government agencies to accelerate AI applications.

Scale is an inclusive, equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or veteran status.