5-7 years of experience in DoW/government contracting, familiar with FAR, SBIR/STTR, and OTAs
Consultative, solution-oriented sales approach in technical domains
Ability to scope technical solutions and coordinate with engineering teams
Self-starter with a proactive mindset, capable of creating processes
US citizenship and ability to obtain/maintain a security clearance
Responsibilities
Diagnose workflow and mission problems by embedding with key stakeholders
Design deployment plans that integrate Schemata's AI capabilities
Own the entire account lifecycle from initial contact to expansion
Navigate complex DoW acquisition cycles and contract vehicles
Measure post-deployment usage to identify expansion opportunities
Build strong relationships with warfighters and program stakeholders
Maintain accurate CRM records and report on deal status
Benefits
Meaningful equity stake in a high-growth defense tech startup
Comprehensive health coverage including medical, dental, and vision
401(k) plan for retirement savings
Paid parental leave for new parents
Opportunity for high visibility and real impact in a collaborative environment
Full Job Description
Role Overview
We're seeking a Deployment Strategist to diagnose real problems for target DoW units, design deployment plans pairing Schemata's 3D reconstruction and AI capabilities to those problems, and own the account from first contact through adoption and expansion. You'll work closely with our forward deployed engineering (FDE) team - together, you scope and shape the solution, they build it, and you manage the relationship. A signed contract is a milestone, not the finish line: your job continues through deployment, adoption, and growing the account into new units and programs.
What you do
Diagnose real workflow and mission problems by embedding with warfighters, program managers, and contracting officers - not just gathering requirements, but understanding the job to be done
Design a deployment plan that pairs Schemata's spatial AI capabilities to the problem, and scope the technical solution with our FDE/engineering team so delivery starts from an accurate handoff
Own pursuits and accounts end-to-end: first conversation, contract, deployment, adoption, and expansion into additional units or programs
Navigate DoW acquisition cycles: RFPs, OTAs, SBIR/STTR, and everything in between
Measure usage and adoption after deployment, and use that signal to identify expansion opportunities within the account
Build durable relationships with warfighters, program stakeholders, and champions on-site
Maintain pipeline discipline: keep the CRM current and report deal and deployment status honestly
Who you are
DoW/government contracting experience or fluency: FAR, SBIR/STTR, OTAs, and contract vehicles
Consultative, solution-oriented approach to selling in a technical domain - you can translate a capability into a mission use-case
Ability to scope a technical solution and coordinate delivery with an engineering/FDE team. You don't need to write the code, but you need to hand off an accurate, well-scoped problem and stay involved through delivery
Self-starter who doesn't need a playbook to get started - you help write it
US citizenship and the ability to obtain and maintain a security clearance (or an active clearance)
Who thrives here
You think in outcomes, not just outputs. A demo isn't a win. A signed contract isn't the finish line either - real usage is
You want to be the connective tissue between the field and the technical team, not purely a closer who hands off and moves on
You're comfortable being embedded - on-site, in the weeds of a customer's actual workflow, not just running a sales process from a desk
You can defend your read of a problem under pushback without getting defensive, and you adjust when the evidence says you're wrong
What success looks like
(Directional, not exhaustive - specific targets are set with your manager)
Rapidly identify and validate real DoW use-cases for our platform, faster than the current baseline ramp
Build a qualified pipeline of DoW opportunities and close new contracts
Stand up early pilots that see real, ongoing usage - not just signed paper
Grow initial beachhead accounts into relationships spanning additional DoW components or programs over time
Nice to haves
Existing DoW network or relationships
Technical background: geospatial, 3D reconstruction, computer vision, or similar
Startup or scale-up business development experience
Active security clearance
Veteran or DoW experience
Advanced degree (MBA, MS, or similar)
Why Join Us?
Meaningful equity stake in a high-growth, venture-backed defense tech startup, so you share in the upside you help create
Comprehensive health coverage: medical, dental, and vision insurance
Competitive salary that reflects your experience and track record
401(k) plan
Paid parental leave
High visibility and real impact: Collaborate with world-class engineers and researchers in a high-ownership environment.
