Sales Director (US)

ORCA Computing Ltd; Austin (TX); Remote; USD 150,000 - 230,000; Full time

Job summary

ORCA Computing Ltd is seeking a seasoned Sales Director to drive revenue growth across prioritized opportunities, partner channels, and regions, focusing on enterprises, AI infrastructure providers, and public sector.

The role combines enterprise sales with deep understanding of selling advanced computing solutions where multiple technical and executive stakeholders are involved; requires consultative, outcome-focused approach.

Qualifications

• 10+ years of experience in B2B and/or B2G direct and channel sales.
• Experience in quantum computing, HPC or AI is highly desirable.
• Working knowledge of enterprise and public sector procurement processes (e.g. DoE, NSF).
• Collaborative approach that thrives in a remote team.

Responsibilities

• Identify, develop and close opportunities with enterprises, AI infrastructure providers, and public sector customers.
• Build and execute account plans engaging CTOs, data centre leaders, HPC directors and researchers.
• Translate complex technical capabilities into customer value and business cases.
• Lead negotiations and coordinate with internal stakeholders to close deals.
• Monitor KPIs and provide updates on pipeline health and risk.
• Stay abreast of government funding opportunities and advocate ORCA interests.
• Develop channel strategies with partners and manage long sales cycles.

Skills

Proven HPC sales track record

Enterprise & public sector sales

Complex sales cycle management

Pipeline building & forecasting

Evidence-based selling (PoCs/Bench)

Negotiation & closing skills

Relationship building with clients &

Job description

Location: United States (Austin or remote)

About us

ORCA Computing (“ORCA”) is at the forefront of a new era in high-performance computing, developing full-stack photonic quantum systems designed to transform how organisations tackle machine learning, generative AI, and complex optimisation challenges in data centre environments. Headquartered in London, ORCA has delivered eleven on-premises quantum computers worldwide – demonstrating that its technology is not theoretical but already delivering real world results.

At the core of ORCA’s innovation is its hybrid quantum-classical architecture, engineered for seamless integration into existing AI and HPC infrastructure. ORCA PT Series quantum systems are room temperature and rack-mounted which connect directly to GPU clusters via NVIDIA’s CUDA-Q platform, enabling accelerated AI workloads delivering advantages over traditional silicon-based systems. Backed by a strong portfolio of patent families spanning photonic integrated circuits, quantum memory, and multiplexing technologies, ORCA is enabling enterprises, research institutions, and HPC operators to unlock new levels of performance, efficiency, and scalability.

With the recent launch its next-generation PT-3 system, ORCA is entering a pivotal phase of growth and technological advancement. Its solutions are already being embedded into generative AI pipelines, delivering measurable improvements in model performance, while also addressing the rising energy demands of large-scale AI adoption. With a focus on practical deployment and a clear roadmap to fault-tolerant quantum computing, ORCA is leading the development and deployment of quantum technology, providing a commercially viable path to the future of computing.

What will you do

We are seeking an experienced Sales Director to drive revenue growth across a prioritized set of opportunities, partner channels and regions. This is a customer-facing, quota-carrying role responsible for identifying, developing, and closing opportunities with enterprises, AI infrastructure service providers, and public sector customers.

The ideal candidate combines strong enterprise sales capabilities with a genuine understanding of selling advanced computing solutions where the buying process involves multiple technical, commercial, and executive stakeholders. This role requires a consultative, outcome-focused sales approach executed through opportunity specific win strategies — translating complex technical capabilities into measurable customer value, building compelling customer specific business cases, implementing actionable account plans and progressing opportunities from initial engagement to close.

• Working independently to build a predictable pipeline through targeted prospecting, account development, partner engagement and industry relationships.


• Developing opportunities from initial qualification through solution demonstration, procurement, commercial negotiation and close.


• Building actionable account plans by engaging with CTOs, data centre leaders, HPC directors, infrastructure architects, researchers, and other decision-makers to understand their needs, compute environments, workloads, procurement processes, and business objectives.


• Actively monitoring government funding opportunities, building relationships with government leadership, delivery and procurement stakeholders, and advocating and positioning for ORCA’s interests.


• Building strong long-lasting relationships with key customer and funding agency stakeholders to persuasively and consistently communicate ORCA’s value.


• Partnering with internal commercial and technical stakeholders to design and implement new processes, build and refine customer-facing evidence, and executing strategies required to support the successful execution of commercial opportunities.


• Identifying, tracking and managing KPIs leveraging ORCA’s CRM and providing internal updates to effectively communicate account progress, health, risk, and opportunities.

What will you bring – required

• Proven track record of selling HPC, accelerated computing, AI infrastructure, data centre infrastructure, quantum computing, or related advanced technology.


• Demonstrated success selling complex technology into enterprise, large-scale technology organizations and/or public sector.


• Experience managing long, complex sales cycles with multiple technical and executive stakeholders.


• Proven ability to build and manage a qualified sales pipeline and accurately forecast revenue.


• Experience selling through technical evaluations, proofs-of-concept, benchmarks, or similar evidence-based processes.


• Strong commercial negotiation and closing skills.


• An ability to build strong long-lasting relationships with clients and funding agencies that translates into value for all sides.

Nice to have

• Experience selling into and commercial model understanding of AI-as-a-Service infrastructure providers.

Who we are looking for

• 10+ years of experience in B2B and/or B2G direct and channel sales that address complex requirements and technology solutions.


• Experience in quantum computing, HPC or AI is highly desirable.


• A working knowledge of enterprise and public sector procurement processes in target regions (eg: DoE, NSF).


• Collaborative approach that thrives in a team-oriented environment.


• Ability to be effective in a remote working environment.


• Enthusiasm for new technologies and a real interest in quantum computing.

Joining ORCA Computing offers the opportunity to work at the forefront of quantum technology, where innovation is already delivering real-world impact. Across commercial, operational, and product roles, you’ll collaborate with multidisciplinary teams to bring advanced quantum systems to market and help integrate quantum capabilities into modern AI and data centre ecosystems.

ORCA provides a rare chance to contribute to a pivotal moment in the evolution of computing. With a culture built on ownership, collaboration, and ambition, the company empowers individuals to solve complex challenges and shape how next-generation quantum technologies are developed, deployed, and scaled across industries – driving a more efficient and powerful future for AI and compute.