Capture Manager

About IonQ

IonQ, Inc. [NYSE: IONQ] is the world's leading quantum platform and merchant supplier - delivering integrated quantum solutions across computing, networking, sensing, and security. IonQ's newest generation of quantum computers, the IonQ Tempo, is the latest in a line of cutting‑edge systems that have been helping customers and partners including Amazon Web Services, and AstraZeneca achieve 20x performance results and accelerate innovation in drug discovery, materials science, financial modeling, logistics, cybersecurity, and defense. In 2025, the company achieved 99.99% two‑qubit gate fidelity, setting a world record in quantum computing performance.

Headquartered in College Park, Maryland, IonQ has operations in California, Colorado, Massachusetts, Tennessee, Washington, Italy, South Korea, Sweden, Switzerland, Canada, and the United Kingdom. IonQ's quantum computing services are available through all major cloud providers, while we also meet the needs of networking and sensing customers across land, sea, air, and space. IonQ is making quantum platforms more accessible and impactful than ever before.

Location

This role is based at our College Park, MD office, with the option to work a few days a week remotely.

Travel

Up to 25%, domestic.

Job ID

1696

The Role

We are looking for a Federal Capture Director to join our Go-to-Market / Federal Growth team. In this role, you will lead strategic capture pursuits to turn breakthrough quantum technologies into winning federal programs, accelerating revenue across US government agencies (e.g., DoD, IC, DOE, and civilian agencies). You will report to the Head of Federal Capture, Bids & Proposals and partner with field engineering, engineering, product, marketing, legal, finance, and proposal management. The ideal candidate is a strategic leader who understands the federal procurement lifecycle (Shipley process), possesses deep relationships within the federal ecosystem, has program management experience, and can translate complex technical quantum capabilities into high-scoring, mission‑aligned federal solutions.

Responsibilities

• Lead End-to-End Capture: Own the capture process for high‑priority US Federal opportunities from identification through qualification, win strategy development, proposal submission, and post‑award transition.
• Develop Win Strategies: Formulate competitive positioning, pricing strategies, technical solutions, and value propositions that directly map to federal agency requirements and mission gaps.
• Build Strategic Alliances: Identify, vet, and negotiate agreements with teaming partners, systems integrators (GSIs), subcontractors, and small businesses to maximize Pwin (Probability of Win).
• Customer & Agency Engagement: Cultivate and maintain deep relationships with key federal stakeholders, Program Managers, Contracting Officers, and industry partners to influence procurement strategies (RFIs/RFPs).
• Manage Capture Gates: Lead formal lifecycle capture reviews (Black Hat, Blue Team, Black Team, Pink/Red Team) and brief executive leadership on pursuit status, resource needs, and risk mitigation.
• Partner with Proposals: Collaborate closely with the Proposal Manager and subject matter experts (SMEs) to transfer capture intelligence into compliant, compelling technical and management volumes.
• Market Intelligence: Conduct continuous competitive analysis and Price-to-Win (PTW) assessments to ensure IonQ offerings are optimally positioned against traditional and emerging competitors.
• Pipeline Velocity: Proactively mature the federal pipeline, converting early‑stage leads into qualified, actionable capture accounts.

Requirements

• 8+ years of professional experience in Federal Capture Management, Business Development, or Program Management within the US Federal sector (Civilian agencies, DoD, Intelligence Community).
• Quantum or Deep Tech Experience: Proven track record capturing federal contracts ($10M+ value) for complex technical solutions with direct experience in quantum technologies. Broader deep technology experience considered, including cybersecurity, HPC, cloud, AI infrastructure, or advanced hardware.
• Cross‑Functional Leadership: Demonstrated ability to organize and lead matrixed, cross‑functional pursuit teams — spanning technical, contracts, finance, and BD — through the full capture lifecycle, from qualification through proposal submission and award.
• Program Management Depth: Proven experience managing complex, multi‑stakeholder programs in a federal or defense context, with technical program management experience strongly preferred.
• Procurement Expertise: Thorough understanding of the Federal Acquisition Regulation (FAR/DFARS), OTA (Other Transaction Authority) contracting vehicles, and the formal Shipley capture management lifecycle.
• Active Network: An existing, referenceable network of federal customers, acquisition officials, and partner networks within the federal systems integrator (GSI) community.
• Strategic Communication: Exceptional ability to synthesize complex, next‑generation technical capabilities into compelling, mission‑focused business cases for federal executives.
• Clearance Eligibility: US Citizenship is required, with the ability to obtain and maintain a US Government Security Clearance (Secret or Top Secret/SCI).

Preferred Qualifications

• Active Security Clearance: Current Secret, Top Secret, or TS/SCI clearance.
• Advanced Certifications: PMP, Shipley Capture Management certification or APMP Practitioner certification.
• Growth Mindset: Experience in a high‑growth, venture‑backed, or fast‑paced commercial tech environment transitioning into the federal sector.

The approximate base salary range for this position is $147,712 - $192,621. The total compensation package includes base, bonus, equity, and a range of benefit options found on our career site.

If this role has a commission structure, the compensation range below just reflects the base compensation range.

Wage Transparency

$147,712—$210,967 USD

Compensation will vary based on individual factors such as education, qualifications, and experience of the final candidate(s), specific office location, and calibration against relevant market data and internal team equity. Posted base salary figures are subject to change as new market data becomes available.

Our benefits include comprehensive medical, dental, and vision plans, matching 401(k), unlimited PTO and paid holidays, parental/adoption leave, legal insurance, and a home technology stipend. Details of participation in these benefit plans will be provided when a candidate receives an offer of employment.

At IonQ, we believe in fair treatment, access, opportunity, and advancement for all while striving to identify and eliminate barriers. We empower employees to thrive by fostering a culture of autonomy, productivity, and respect. We are dedicated to creating an environment where individuals can feel welcomed, respected, supported, and valued.

We are committed to equity and justice. We welcome different voices and viewpoints and do not discriminate on the basis of race, religion, ancestry, physical and/or mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, transgender status, age, sexual orientation, military or veteran status, or any other basis protected by law. We are proud to be an Equal Employment Opportunity employer.

US Technical Jobs

The position you are applying for will require access to technology that is subject to U.S. export control and government contract restrictions. Employment with IonQ is contingent on either verifying "U.S. Person" (e.g., U.S. citizen, U.S. national, U.S. permanent resident, or lawfully admitted into the U.S. as a refugee or granted asylum) status for export controls and government contracts work, obtaining any necessary license, and/or confirming the availability of a license exception under U.S. export controls. Please note that in the absence of confirming you are a U.S. Person for export control and government contracts work purposes, IonQ may choose not to apply for a license or decline to use a license exception (if available) for you to access export‑controlled technology that may require authorization, and similarly, you may not qualify for government contracts work that requires U.S. Persons, and IonQ may decline to proceed with your application on those bases alone. Accordingly, we will have some additional questions regarding your immigration status that will be used for export control and compliance purposes, and the answers will be reviewed by compliance personnel to ensure compliance with federal law.

US Non-Technical Jobs

Due to applicable export control laws and regulations, candidates must be a U.S. citizen or national, U.S. permanent resident (i.e., current Green Card holder), or lawfully admitted into the U.S. as a refugee or granted asylum. Accordingly, we will have some additional questions regarding your immigration status that will be used for export control and compliance purposes, and the answers will be reviewed by compliance personnel to ensure compliance with federal law.