# Account Executive, Navy at Scale AI

Scale AI is hiring an Account Executive, Navy in San Diego and Washington DC, United States. It pays $203k-$254k a year and Level rates it Little AI ●○○○; you can [apply on Scale AI](https://jobsbylevel.com/go/eea97a7e-8732-49f8-8834-c682f3a0a57c?utm_medium=ai-agent).

AI Level 1, AI centrality 14 out of 100. San Diego, CA; Washington, DC.

## Details

- Company: [Scale AI](https://jobsbylevel.com/companies/scale-ai)
- AI level: AI Level 1 (score 14 out of 100)
- Location: San Diego, CA; Washington, DC
- Salary: $203k-$254k
- Posted: November 12, 2026
- Apply: https://jobsbylevel.com/go/eea97a7e-8732-49f8-8834-c682f3a0a57c?utm_medium=ai-agent
- Free CV review for this job: https://jobsbylevel.com/cv-review?job=account-executive-navy-at-scale-ai-44755b

## Prepare for this job

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## Description

Scale 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. 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 agentic solutioning. Work with your Solutions Engineer and operators to co-design agentic AI 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 agentic AI 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. Requirements Experience: 7+ years across Navy operations, government acquisitions, complex enterprise IT sales, or defense business development. Time in uniform or as a government civilian in the Navy counts heavily. Proven track record: You have closed and implemented multi-year deals and know how to get a line item into the budget. Domain expertise: Deep understanding of the Navy's modernization priorities and where AI/ML, computer vision, and autonomy apply. Valley of Death navigator: Demonstrated ability to move technology from "cool demo" to "deployed capability" inside a major PEO or program office. Strategic network: Existing relationships across Fleets, OPNAV, PAEs and PEOs, NAVWAR, and MCSC plus relationships at the major primes and integrators. Clearance: Active TS/SCI is

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