Public Sector Capture Manager

Company: Scale AI, Inc.
Location: Washington
Posted on: April 22, 2025

Job Description:

Capture & Proposal ManagerScale 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 ManagerScale 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 customer
  • 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
    • Negotiate work share
    • Develop Price-to-Win (PtW)
    • Mange all decision gates
      • 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 requirementsRequirements:
          • Minimum five (5) year supporting Federal contracting efforts
          • Minimum 5 years of experience in a DoD/IC-focused proposal or capture management
          • Proven track record closing high-value, multi-year deals (more than $10M)
          • Experience in AI/ML or with a highly technical product and team, ideally working with computer vision, command and control, autonomy, or large analytic programs
          • A strong desire to roll up your sleeves and help build a business in an extremely fast-paced environment
          • Ability to write and think critically
          • Ability to work OT as required to meet Government deadlines
          • Ability to travel 20% of the time
          • Eligibility for a Secret security clearance is required; an active Top Secret clearance is strongly preferred
          • Based in the National Capital Region, with the ability to work out of Scale's D.C. office 2-3 days a weekPersonality traits:
            • Deep intellectually curious
            • High resilience
            • Ability to thrive in unstructured environments
            • High velocity, drive, and grit
            • Empathetic
            • CreativeCompensation 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. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You'll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.The base salary range for this full-time position in the location of Washington DC is:$144,000$180,000 USDPLEASE 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. Our products power the world's most advanced LLMs, generative models, and computer vision models. We are trusted by generative AI companies such as OpenAI, Meta, and Microsoft, government agencies like the U.S. Army and U.S. Air Force, and enterprises including GM and Accenture. We are expanding our team to accelerate the development of AI applications.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.We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at accommodations@scale.com. Please see the United States Department of Labor's for additional information.We comply with the United States Department of Labor's .PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants' needs, provide our services, and comply with applicable laws. Any information we collect in connection with your application will be treated in accordance with our internal policies and programs designed to protect personal data. Please see our for additional information.Required
              Preferred

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Keywords: Scale AI, Inc., Baltimore , Public Sector Capture Manager, Executive , Washington, Maryland