National Account Manager - Federal

Job Description

Job Description

Job Title : National Account Manager - Federal

Location :  Washington, DC metropolitan area (DC/Northern Virginia/Maryland), with travel to agency and program sites

Division:  Revenue

Department: Business Development

About Us: 

Quantum Computing Inc. (QCi) (Nasdaq: QUBT) is an innovative, integrated photonics company that provides accessible and affordable quantum machines to the world today. QCi products are designed to operate at room temperature and low power at an affordable cost. The Company’s portfolio of core technology and products offer unique capabilities in the areas of high-performance computing, artificial intelligence, cyber security as well as remote sensing applications.

Scope of the Job:

We are hiring a senior National Account Manager to own and grow Quantum Computing Inc's U.S. Government  business across the Department of Defense, the Intelligence Community, and civilian agencies — including the  national laboratories, NASA, DHS, and the federal research enterprise. This is a quota-carrying, whole-of government role for a seasoned federal seller who has spent a career building durable agency relationships,  navigating federal acquisition, and turning frontier technology into funded programs of record. 

You will operate at the intersection of emerging technology and national mission — selling a portfolio that  includes advanced software and subscription offerings alongside enterprise-grade quantum and photonic  hardware. Success requires fluency in three languages at once: the mission owner's, the acquisition shop's, and  the engineer's. You will need the credibility to earn multi-year commitments from CIOs, CTOs, CISOs, program executive offices, chief scientists, and contracting officers — and the patience to move a technology from prototype and pilot into sustained procurement.

This role is based in the National Capital Region. Proximity to your customers, your primes, and the conferences and program offices where federal business actually gets done is part of the job.

Duties / Responsibilities:

• Own the federal portfolio. Take full ownership of a named set of DoD, IC, and civilian accounts — building and executing account and capture plans that grow QCI's footprint, revenue, and multi-year commitments.
• Sell the full portfolio. Position and close both software/subscription solutions and hardware deployments, constructing offerings that combine quantum optimization, photonic ML, uQRNG, and domestic photonic manufacturing against a specific mission problem.

• Engage mission and executive stakeholders. Develop and sustain relationships across program executive offices, CIO/CTO/CISO organizations, chief scientists and technical directors, laboratory leadership, and contracting and acquisition staff — and serve as the trusted advisor who ties QCI capability to mission outcomes.
• Navigate federal acquisition. Drive deals through the vehicles and pathways that govern federal buying —GSA MAS, NASA SEWP, CIO-SP and other GWACs, agency IDIQs and BPAs, Other Transaction Authorities, SBIR/STTR Phase III, CRADAs, and direct awards — and know when each is the right path.
• Lead long-cycle capture. Orchestrate multi-stakeholder, multi-year pursuits from opportunity identification and shaping through pilots, technical evaluation, security review and authorization, and award — including RFI and RFP response in partnership with proposal and capture resources.
• Build and manage the partner ecosystem. Develop teaming relationships with systems integrators, primes, FFRDCs, UARCs, and reseller/distribution partners, and structure the teaming arrangements that get QCI onto contract.
• Quarterback the deal team. Marshal solutions engineers, product, research, contracts, legal, and executive sponsors to advance opportunities, tailoring the message to each stakeholder without losing the through line to mission value.
• Work the budget cycle. Align pursuits to PPBE and appropriations reality — the right color of money, the right fiscal-year timing, and the difference between a funded requirement and an interested audience.
• Build durable pipeline. Prospect and develop new opportunities across your named accounts while maintaining a rigorous, accurately forecasted pipeline in the CRM.
• Own the number. Consistently meet and exceed quarterly and annual revenue targets, with clear, disciplined forecasting to leadership.
• Be the voice of the mission. Bring competitive intelligence, agency requirements, and emerging policy drivers back to product and research teams to shape QCI's federal roadmap.
• Negotiate federal agreements. Structure and close complex commercial and government agreements — subscriptions, licenses, hardware purchases, task orders, and multi-year contracts — that balance mission value with QCI's growth objectives.

Required Skills & Experience:

• 10+ years of enterprise selling into the U.S. federal government — DoD, Intelligence Community, civilian agencies, or the national laboratories.
• Proven experience selling both enterprise software (or SaaS/subscription solutions) and enterprise hardware into federal customers — with a demonstrable track record of closing deals in each category.
• Consistent, quantifiable overachievement against federal quotas, including complex six- and seven-figure (or larger) awards.
• Working command of federal acquisition: FAR/DFARS fundamentals, GWACs and schedules, IDIQs, BPAs, OTAs, SBIR/STTR pathways, sole-source justification, and the mechanics of getting a new technology onto an existing vehicle.
• Deep, current network across federal mission and technology organizations, and a demonstrated ability to open and expand relationships at the SES, flag/general officer, and program-executive level.
• Command of long, complex federal sales cycles involving multiple stakeholders, formal source selection, security and supply-chain review, technical evaluation, and appropriations timing.
• Mission-value selling. The ability to translate technically sophisticated products into clear, defensible mission outcomes and cost/capability arguments that survive scrutiny from technical evaluators and budget owners alike.
• Rigorous pipeline and forecast discipline, with fluency in a modern CRM, federal opportunity intelligence tools (GovWin, SAM.gov, or similar), and a recognized sales methodology (MEDDIC, Challenger, Miller Heiman, Shipley capture, or similar).
• U.S. citizenship, and willingness to travel to agency, laboratory, and program sites as needed.
• Based in or willing to relocate to the Washington, DC metropolitan area.

Additional Preferred Skills:

• Active security clearance (Secret, Top Secret, or TS/SCI with polygraph) or recent eligibility to be reinstated.
• Domain knowledge of federal mission workloads such as logistics and force-flow optimization, sensor and signal processing, ISR and EW, materials and computational science, grid and infrastructure resilience, or cryptographic security.
• Familiarity with post-quantum cryptography policy drivers — NIST PQC standards, CNSA 2.0, NSM-10, and OMB migration guidance — and how they create near-term demand for quantum-secure capability.
• Experience selling emerging or frontier technology — quantum computing, AI/ML hardware, HPC, advanced networking, or specialized silicon — into conservative, compliance-driven government buyers.
• Familiarity with federal security and compliance frameworks relevant to hardware and software delivery: NIST SP 800-53 and 800-171, RMF and the ATO process, FedRAMP, CMMC, Section 889, TAA and Buy American requirements, and ITAR/EAR considerations.
• Established relationships with systems integrators, primes, FFRDCs, or UARCs and a track record of winning through teaming as well as direct.
• Prior military, civil service, or national laboratory experience, or another credential that earns technical and mission credibility quickly.
• Bachelor's degree in a business, engineering, or quantitative field; advanced degree a plus.

What Success Looks Like: 

Within your first year you will have mapped and prioritized your named agencies and programs, established or deepened relationships across mission, technical, and acquisition stakeholders in each, identified the contract vehicles that give QCI a path to award, built a qualified multi-product pipeline tied to funded requirements, and closed foundational business that positions Quantum Computing Inc as an operational capability partner — not a science project — inside the U.S. Government.

Compensation & Benefits: 

Competitive base salary plus uncapped commission, equity participation, and a comprehensive benefits package. [Insert specific base/OTE range, equity, and benefits details per current compensation bands.]

Quantum Computing Inc. (QCi) is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.

Incumbent(s) in this position may be required to perform other duties and special assignments not specifically stated above. Statements outlined in this section are designated as essential job functions in accordance with the Americans with Disabilities Act of 1990.