VP Sales – State and Local

Jobtailor; Washington (District of Columbia); On-site; USD 180,000 - 240,000; Full time

Job summary

Quantinuum in Washington, DC seeks a seasoned Enterprise Sales Leader for U.S. State & Local Government.

You will develop go-to-market strategies across state agencies, local governments, and higher education, and drive revenue growth in public sector markets. You will own targets, manage multi-stakeholder deals, navigate procurement and grant programs, and collaborate with product, engineering, and policy teams to align offerings with mission priorities.

Qualifications

• 12+ years of enterprise, public sector, or government technology sales experience.
• Proven experience selling technology solutions into U.S. State, Local, and/or Education organizations.
• Demonstrated success closing large, multi-million-dollar technology deals.
• Strong understanding of state and local procurement processes, budget cycles, funding mechanisms, and contracting models.
• Experience developing and executing strategic go-to-market plans within public sector markets.
• Proven ability to build and manage senior executive relationships across government, education, and research environments.
• Experience leading complex sales cycles involving multiple internal and external stakeholders.
• MBA or advanced technical degree.

Responsibilities

• Develop and execute a U.S. State & Local Government go-to-market strategy across state agencies, local governments, public authorities, higher education, and research institutions.
• Own and deliver annual revenue and bookings targets, with accountability for quarterly performance, pipeline growth, and forecast accuracy.
• Identify, qualify, and develop opportunities across quantum hardware, cloud-based access, software solutions, and industry-specific applications and use cases.
• Lead strategic customer engagements positioning quantum computing as a transformative technology for public sector priorities and mission outcomes.
• Drive end-to-end sales pursuits, including opportunity development, solution positioning, proposal management, negotiation, contracting, and commercial execution.
• Navigate complex state and local procurement environments, cooperative purchasing agreements, grant programs, research funding mechanisms, and public sector acquisition frameworks.
• Build and maintain executive-level relationships with state CIOs, innovation offices, agency leaders, university executives, research directors, procurement stakeholders, and elected officials.
• Partner with Government Partnerships, Public Policy, and Government Affairs teams to identify opportunities, develop partnerships, and shape growth strategies.
• Collaborate with Product, Engineering, Technical Solutions, Marketing, and Customer Success teams to align offerings with customer requirements and market demand.
• Drive pilot programs, proofs of concept, research collaborations, and production deployments.
• Establish and expand partnerships with systems integrators, technology providers, universities, research institutions, economic development organizations, industry associations, and public-private partnerships.
• Maintain insight into state budget cycles, legislative priorities, modernization initiatives, workforce development programs, research investments, and emerging technology trends.
• Represent Quantinuum at public sector conferences, higher education forums, industry events, and government-sponsored innovation programs.
• Provide market intelligence and customer insights to influence product strategy, commercial priorities, ecosystem development, and investment decisions.
• Influence adoption pathways and long-term technology strategies with senior leadership and external stakeholders.

Skills

Public sector sales

Executive relationships

Strategic GTM

Complex sales cycle

Quantum computing sales

Education

MBA

Advanced technical degree

Tools

Cloud Infrastructure

Quantum Hardware Systems

Advanced Analytics

Cybersecurity Solutions

HPC Technologies

Job description

• Develop and execute a U.S. State & Local Government go-to-market strategy spanning state agencies, local government organizations, public authorities, higher education institutions, and research organizations
• Own and deliver annual revenue and bookings targets, with accountability for quarterly performance, pipeline growth, and forecast accuracy
• Identify, qualify, and develop opportunities across quantum hardware systems, cloud-based access, software solutions, and industry-specific applications and use cases
• Lead strategic customer engagements positioning quantum computing as a transformative technology for public sector priorities and mission outcomes
• Drive end-to-end sales pursuits, including opportunity development, solution positioning, proposal management, negotiation, contracting, and commercial execution
• Navigate complex state and local procurement environments, cooperative purchasing agreements, grant programs, research funding mechanisms, and public sector acquisition frameworks
• Build and maintain executive-level relationships with state CIOs, innovation offices, agency leaders, university executives, research directors, procurement stakeholders, and elected officials
• Partner with Government Partnerships, Public Policy, and Government Affairs teams to identify opportunities, develop partnerships, and shape growth strategies
• Collaborate with Product, Engineering, Technical Solutions, Marketing, and Customer Success teams to align offerings with customer requirements and market demand
• Drive pilot programs, proofs of concept, research collaborations, and production deployments
• Establish and expand partnerships with systems integrators, technology providers, universities, research institutions, economic development organizations, industry associations, and public-private partnerships
• Maintain insight into state budget cycles, legislative priorities, modernization initiatives, workforce development programs, research investments, and emerging technology trends
• Represent Quantinuum at public sector conferences, higher education forums, industry events, and government-sponsored innovation programs
• Provide market intelligence and customer insights to influence product strategy, commercial priorities, ecosystem development, and investment decisions
• Influence adoption pathways and long-term technology strategies with senior leadership and external stakeholders

Requirements

• 12+ years of enterprise, public sector, or government technology sales experience
• Proven experience selling technology solutions into U.S. State, Local, and/or Education organizations
• Demonstrated success closing large, complex, multi-million-dollar technology deals
• Strong understanding of state and local procurement processes, budget cycles, funding mechanisms, and contracting models
• Experience developing and executing strategic go-to-market plans within public sector markets
• Proven ability to build and manage senior executive relationships across government, education, and research environments
• Experience leading complex sales cycles involving multiple internal and external stakeholders
• Ability to operate effectively across technical, commercial, policy, and ecosystem-development environments
• Established relationships across state government, local government, higher education, public research institutions, and innovation ecosystems
• Experience selling advanced technologies, including quantum computing, artificial intelligence, cloud infrastructure, HPC, cybersecurity, advanced analytics, or emerging technologies
• Strong understanding of state and local government modernization initiatives, digital transformation programs, and innovation priorities
• Experience developing markets for emerging technologies where customer education, partnership development, and use-case creation are critical to success
• Experience working with systems integrators, public sector consulting firms, technology partners, and channel ecosystems
• Familiarity with public sector grant funding, economic development programs, research funding, and public-private partnership models
• Experience partnering with academic institutions and research organizations to advance technology adoption and innovation
• Ability to translate complex and emerging technologies into measurable public sector outcomes and mission value
• Strong executive presence with proven ability to influence senior government, academic, research, and industry stakeholders
• MBA or advanced technical degree

Core Competencies

Demonstrates expertise in developing and executing go-to-market strategies for public sector technology sales, with a strong focus on building executive relationships and navigating complex procurement environments. Proven ability to drive revenue growth through strategic customer engagements and partnerships in emerging technology sectors.

Highest-signal resume keywords

• Public Sector Technology Sales Experience
• Strategic Go-To-Market Planning
• Complex Sales Cycle Management
• Executive Relationship Building
• Quantum Computing Sales Expertise

ATS Optimization Keywords

Hard Skills

• Sales Strategy Development
• Revenue Target Accountability
• Proposal Management
• Contract Negotiation
• Market Intelligence Analysis
• Technology Solution Selling
• Budget Cycle Understanding
• Funding Mechanism Navigation
• Emerging Technology Education
• Public Sector Procurement Knowledge

Soft Skills

• Influencing Senior Stakeholders
• Collaboration Across Teams
• Executive Presence
• Relationship Management
• Communication Skills

Certifications & Qualifications

• MBA
• Advanced Technical Degree

Industry Keywords

• State Government
• Local Government
• Higher Education
• Public Research Institutions
• Public-Private Partnerships
• Economic Development Programs
• Digital Transformation
• Innovation Ecosystems
• Grant Funding
• Technology Adoption

Tools & Technologies

• Cloud Infrastructure
• Quantum Hardware Systems
• Advanced Analytics
• Cybersecurity Solutions
• HPC Technologies