Account Executive - US Federal (USAF/Navy)

IonQ

1d•Remote

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. 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

Defense GTM Tenure: Minimum of 10 years of experience selling to the Department of the Air Force and/or the Department of the Navy with quota-carrying responsibilities and a proven ability to close multi-million dollar platform or infrastructure deals.
HPC and Mission Infrastructure Sales: Experience selling high-performance computing (HPC), AI/ML infrastructure, or advanced mission systems (hardware or software) to the Department of War.
Air Force and Navy Network: Existing relationships within the Department of the Air Force (e.g., AFRL, AFMC, PEO Digital) and/or the Department of the Navy (e.g., ONR, NAVSEA, NAVAIR, PEO C4I) and a deep understanding of their unique mission sets.
Complex Federal GTM Problem Solving: Ability to navigate the unique federal procurement process, security compliance requirements (including FedRAMP and IL levels), and National Security hurdles. Proven ability to move technologies from R&D into Programs of Record.

Nice To Haves

Targeted Senior Level Relationships: Existing senior-level relationships (e.g., PEOs, Lab Directors, or Chief Scientists) within the Air Force Research Laboratory (AFRL), Office of Naval Research (ONR), Naval Information Warfare Systems Command (NAVWAR), or the Air Force Life Cycle Management Center (AFLCMC).
Domain Expertise: Deep understanding of USAF and Navy operational drivers and underlying processes that can be enhanced using Quantum, such as electromagnetic spectrum operations (EMSO), fluid dynamics for hull/airframe design, and complex logistics for distributed maritime operations.
AI/ML for Defense: Experience selling AI/ML, high-performance analytics, or autonomous systems solutions for use by mission planners, intelligence analysts, and tactical operators.
Quantum Literacy: Knowledge of Quantum technologies (Compute, Networks, and Sensing) specifically as they relate to Department of War applications, such as post-quantum cryptography (PQC), quantum-enhanced ISR, and inertial navigation.
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 RDT&E budgets.

Responsibilities

Strategic Aerospace and Maritime Partnerships: Cultivate and maintain executive-level relationships within the Department of the Air Force and Department of the Navy, including Program Executive Officers (PEOs), Portfolio Acquisition Executives (PAEs), the Air Force Research Laboratory (AFRL), and the Office of Naval Research (ONR). Work in lockstep with your Field Engineer counterpart to align IonQ solutions with specific branch requirements, such as the Department of the Air Force’s Operational Imperatives and the Navy’s Project Overmatch.
Mission-Focused Pipeline Generation: Develop a robust pipeline of opportunities across IonQ’s full stack, specifically targeting: Quantum Computing for optimized flight scheduling, complex naval logistics, and electromagnetic spectrum operations (EMSO). Quantum Networking for secure, intercept-resistant tactical communications between carrier strike groups and distributed air wings. Quantum Sensing for PNT (Positioning, Navigation, and Timing) in GPS-denied environments, undersea warfare detection, and high-altitude ISR platforms.
Strategic Qualification and Branch Alignment: Prioritize opportunities based on their potential for enhancing lethality and readiness, technical feasibility, and funding availability—specifically navigating RDT&E accounts and transitioning technologies into Programs of Record (PoR). Ensure alignment with the Chief of Naval Operations’ Navigation Plan and the Air Force’s Future Operating Concept.
Full Lifecycle Capture Management: Own the end-to-end sales and capture lifecycle. This includes navigating the federal acquisition process, leading technical qualifications, and managing formal RFI/RFP responses. Execute complex negotiations for defense-specific vehicles, including Small Business Innovation Research (SBIR) Phase II/III, Other Transaction Authorities (OTAs), and Middle Tier of Acquisition (Section 804) pathways.
Cross-Functional Command: Mobilize and lead internal IonQ teams—including Security (clearing FOCI concerns), Legal, and Engineering—to provide the technical depth and compliance required to win high-stakes USAF and Navy contracts.
Fleet and Wing Integration: Partner with delivery and support teams post-award to ensure seamless integration into the warfighter's workflow, whether on a flight line or a deployed vessel. Drive long-term adoption, facilitate contract renewals, and identify expansion opportunities for new mission sets across the Joint Force.