Account Executive - US Federal (Intel)

IonQ

1d•Hybrid

About The Position

IonQ, Inc. [NYSE: IONQ] is the world’s leading quantum company delivering solutions to solve the world’s most complex problems. IonQ’s newest generation quantum computers, IonQ Tempo and IonQ Forte Enterprise, are the latest in cutting-edge systems that have been helping customers and partners such as Amazon Web Services, AstraZeneca, and NVIDIA achieve 20x performance results. The company achieved 99.99% two-qubit gate fidelity, setting a world record in quantum computing performance in 2025. The company is accelerating its technology roadmap and intends to deliver the world’s most powerful quantum computers with 2 million qubits by 2030 to accelerate innovation in drug discovery, materials science, financial modeling, logistics, cybersecurity, and defense. IonQ’s advancements in quantum networking position the company as a leader in building the quantum internet. Location: This position can work onsite or hybrid from one of our offices or fully remote in the US. Travel: 40% Job ID: 1488 The Role: We are looking for an Account Executive that will be part of our US Federal Go-To-Market team whose mission is to bring IonQ’s offering—including Quantum Hardware (Systems and Networks), Software, Applications, and Access—to a curated set of clients across the US Department of War. This is an individual contributor role with potential to build a team down the road.

Requirements

National Security GTM Tenure: Minimum of 10 years of experience selling to the Intelligence Community and/or DoW 4th Estate agencies with quota-carrying responsibilities and a proven ability to close multi-million dollar deals within classified or highly regulated environments.
HPC and Specialized Infrastructure Sales: Experience selling high-performance computing (HPC), AI/ML infrastructure, or advanced cyber/signals intelligence systems (hardware or software) to the IC or DARPA-like organizations.
IC and 4th Estate Network: Existing relationships within the CIA (Directorate of Science & Technology), NSA, NRO, or DoW agencies like DISA and DARPA, with a deep understanding of their unique security protocols and mission-critical needs.
Complex Federal GTM Problem Solving: Ability to navigate the unique federal procurement process, stringent security compliance (including ICD 503 and various Impact Levels), and FOCI (Foreign Ownership, Control, or Influence) hurdles. Proven ability to bridge the gap between disruptive R&D and operationalized intelligence tools.

Nice To Haves

Targeted Senior Level Relationships: Existing senior-level relationships (e.g., Office of the Director of National Intelligence (ODNI) leadership, Agency CTOs, or DARPA Program Managers) within the National Security sector.
Domain Expertise: Deep understanding of IC and DoW 4th Estate operational drivers that can be enhanced using Quantum, such as breaking traditional encryption, optimizing massive-scale data analytics, and enhancing Earth observation capabilities.
AI/ML for Intelligence: Experience selling AI/ML, computer vision, or predictive analytics solutions for use by all-source analysts, targeters, and clandestine operators.
Quantum Literacy: Knowledge of Quantum technologies (Compute, Networks, and Sensing) specifically as they relate to IC applications, such as Post-Quantum Cryptography (PQC) transitions, quantum-key distribution (QKD), and ultra-sensitive SIGINT collection.
Category Creation: Experience in category creation selling—specifically creating compelling approaches to sell frontier technology solutions that are not yet established Programs of Record or standard line items in IC or DARPA RDT&E budgets.

Responsibilities

Strategic Intelligence and 4th Estate Partnerships: Cultivate and maintain executive-level relationships within the Intelligence Community (IC), including the CIA, NSA, NRO, and NGA, as well as DoW 4th Estate agencies such as DARPA, DISA, and the Defense Innovation Unit (DIU). Work in lockstep with your Field Engineer counterpart to align IonQ solutions with mission-specific requirements, such as the IC’s digital transformation goals and OSD-level modernization priorities.
Mission-Focused Pipeline Generation: Develop a robust pipeline of opportunities across IonQ’s full stack, specifically targeting: Quantum Computing for high-side cryptanalysis, advanced signal processing, and multi-source intelligence fusion. Quantum Networking for secure, entanglement-based communication across distributed agency nodes and ‘Black’ site connectivity. Quantum Sensing for clandestine navigation, gravity-based underground facility detection, and high-fidelity collection in denied areas.
Strategic Qualification and IC Alignment: Prioritize opportunities based on their potential for providing decisive intelligence advantages and technical superiority. Navigate unique IC funding cycles and "off-book" acquisition pathways, ensuring alignment with the National Intelligence Strategy and the Under Secretary of War for Research and Engineering (OUSR R&E) roadmap.
Full Lifecycle Capture Management: Own the end-to-end sales and capture lifecycle within classified environments. This includes navigating the unique procurement processes of the IC, leading technical qualifications for "above-the-line" programs, and managing responses to classified solicitations. Execute complex negotiations for specialized vehicles, including BAA (Broad Agency Announcements), OTAs, and classified IDIQs.
Cross-Functional Command: Mobilize and lead internal IonQ teams—including Security (managing Facility Security Officer coordination and SCIF requirements), Legal, and Engineering—to provide the technical depth and specialized compliance required to win high-stakes IC and DoW 4th Estate contracts.
Mission Adoption and Continuity: Partner with delivery and support teams post-award to ensure seamless integration into sensitive compartmentalized environments. Drive long-term adoption, facilitate contract renewals, and identify expansion opportunities for new mission sets across the broader National Security enterprise.