The posting, in Scale AI's own words
archived Nov 13, 2026Scale is building AI for the world's most important decisions. From the front lines of national defense to the core of global enterprise, we provide the data engine and agentic infrastructure that powers the next generation of American and allied interests.
The Role
As an Account Executive (AE) supporting the Navy, you will bridge the gap between cutting-edge AI research and mission-critical production in the Navy domain. You will lead the charge in deploying agentic AI, meaning autonomous, reasoning systems, into operational workflows. We are looking for an executive account leader who understands that winning at the Navy is not about a successful six-month prototype. It is about getting into program budgets. Scale already has proven programs across the Department of War (DoW) and in Navy-adjacent work. Your mandate is to take what works, bring it to your buying centers, and convert it into funded, multi-year Navy business. This is an individual contributor role with heavy leadership expectations. You are the CEO of your territory: one accountable owner for the customer and the commercial result.
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Responsibilities
Own the territory and the number. Carry and exceed an annual bookings target tied to your territory. You own the full lifecycle: identifying opportunity, shaping requirements, converting to a funded award, and expanding. You build and maintain a qualified pipeline of at least 3x your target. Replicate what is proven. Bring proven Scale offers to new Navy buying centers instead of starting custom pilots. You qualify hard: we pursue work that expands or connects an existing program, or that has a clear funding path. Turn proof into programs. Secure executive sponsorship and programmed funding (POM, program-office, and production vehicles) so prototypes survive the valley of death and become deployed capability. Tactical execution. You don't just delegate. You personally draft white papers and OTA responses, lead complex proposal development, architect deal structures, and navigate the nuances of defense acquisition. Renewal, expansion, and growth. Own the long-term account strategy across the Navy. Defend renewals, maintain executive relationships, identify the next use case, and secure follow-on funding that turns a single deployment into an enterprise standard. Partner with delivery. Delivery owns execution; you own the commercial relationship. You stay close to mission outcomes and customer health, and you surface risk early, working with Engagement Managers, Technical PMs, Engineers, Product, and Customer Success. Direct solutioning. Work with your Solutions Engineer and operators to co-design workflows. You translate a warfighter's mission problem into a specific technical requirement our engineers can build against. SI and prime orchestration. With Scale's Partner Managers, negotiate with Tier 1 systems integrators and primes so Scale is the engine inside their larger programs. You are the lead negotiator on subcontracting and teaming agreements. Team selling. Work with Capture, who shape demand ahead of you, and with peer AEs in adjacent territories. You deconflict before engaging an account a peer owns.