Public Sector Capture Manager

Scale is a rapidly growing, venture-backed Series F startup that is changing how organizations worldwide build AI applications. We're looking for a strong Capture & Proposal Manager with experience breaking into new U.S. Government agencies and winning large contracts to help us offer our AI / ML products to U.S. government. This role will be involved in strategy, help grow Scale's established federal business and have a massive impact on the adoption of cutting-edge AI / ML technologies for the nation.

Capture & Proposal Manager

Scale is a vital part of bringing ML-enabled technologies to U.S. government missions. Our U.S. Department of Defense (DoD) customer base is growing exponentially, and you'll be on the front lines ensuring we're able to effectively field AI / ML in support of the U.S. military and defense organizations. Our Capture & Proposal Manager will identify key customers within our strategic DoD / IC accounts and work closely with Deployment Strategists (DSs) and Scale Solution Engineers (SEs) to align the right solutions and technical approaches needed to address existing requirements and win work. The Capture & Proposal Manager will be the architect of the solution, the team, the pricing strategy, and submission of compliant proposals.

Responsibilities :

• Capture Management :
• High-fidelity requirement and relationship mapping within target DoD customer offices to identify opportunities for Scale's business and offerings
• Pursue those opportunities and provide input / feedback to our federal GTM strategy
• Be involved in everything from writing RFPs to directly pitching key stakeholders and leading product demos on what Scale 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
• Gather and organize intelligence
• Develop relationships with partners and customers
• Assess the competition (SWOT, Black Hat)
• Analyze all accessible data (i.e., previous RFP, customer publications, Draft RFP)
• Develop a Win strategy (win themes and discriminators)
• Coordinate Teaming
• Develop Price-to-Win (PtW)
• Proposal Management :
• Analyze information required for customer solution development
• Generate innovative ideas for content and workflow solutions
• Pursue opportunities and provide input to our federal GTM strategy
• Leverage technical teams and other stakeholders to identify emerging trends in AI / ML
• Partner with Scale SEs to deliver customer pilots according to requirements agreed by the customer
• Deliver compliant, professionally produced proposals within customer defined timeframes
• Meet with subject matter experts (SMEs) to ensure specialized topics are appropriately addressed
• Coordinate and review / edit proposal input from a variety of stakeholders, typically involving contributions from sales, product teams, finance, commercial, and legal
• Develop content in response to Government requirements

Requirements :

Personality traits :

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training.

The base salary range for this full-time position in the location of Washington DC is :

144,000 - $180,000 USD

PLEASE NOTE : Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants.

About Us :

At Scale, we believe that the transition from traditional software to AI is one of the most important shifts of our time. Our mission is to make that happen faster across every industry, and our team is transforming how organizations build and deploy AI.

We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.

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Salary : $144,000 - $180,000