Sales Incubation Lead, Quantum AI

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in business development, partnerships, management consulting, or sales with the federal government.
• Experience working with C-level executives and cross-functionally across all levels of management.
• Experience managing agreements or partnerships.

Preferred qualifications:

• Master's degree or other advanced degree.
• Experience in USG policy and regulations related to appropriations, procurement, government agreements.
• Familiarity with General Services Administration (GSA) Multiple Award Schedule (MAS), Government-Wide Acquisition Contracts (GWACs), and Multi-Agency Contracts (MAC).
• Familiarity with government procurement processes, research institutions, academic funding models, and enterprise IT transformation projects.
• Understanding of quantum computing, cloud platforms, high-performance computing, or advanced research infrastructure.
• Ability to work separately under minimal guidance and meet deadlines that require a quick turnaround.

About the job

The full potential of quantum computing will be unlocked with a large-scale computer capable of complex, error-corrected computations. Google Quantum AI's mission is to build this computer and unlock solutions to classically intractable problems. Our roadmap is focused on advancing the capabilities of quantum computing and enabling meaningful applications.

As quantum computers evolve from experimental physics into engineered systems, we are looking to shape the future of our relationship with the public sector.

As a Quantum Sales Incubation Lead - US Government, you will drive Google Quantum AI’s business development efforts, focusing on pre-commercial engagement and strategic alignment with US Government (USG) agencies and leading agreement negotiations with USG customers after strategic opportunities are identified.

In this role, you will serve as the point of contact between USG stakeholders and our internal Product, Legal, and Research teams. You will be responsible for identifying early-adopter program offices, educating stakeholders on our roadmap, and securing business opportunities. You will experience in identifying, qualifying, and securing USG business and will be managing multi-party, multi-year agreement negotiations with USG customers. Leveraging your technical proficiency, you will collaborate with our hardware, software, and applications teams to structure innovative partnership models that align our developmental milestones with the future mission needs of the USG.The US base salary range for this full-time position is $168,000-$249,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Responsibilities

• Cultivate trusted relationships with USG stakeholders, positioning Google Quantum AI as a strategic partner for long-term mission capabilities.
• Drive the end-to-end capture strategy for USG programs, managing the life-cycle from early opportunity shaping and proposal generation to final contract execution.
• Collaborate with Google Quantum AI technical and product leadership to translate USG needs into roadmap insights.
• Liaise between the Google Quantum AI Product team and Product Counsel (Legal), ensuring that all legal and contractual matters are addressed efficiently and promptly. Lead the structuring and negotiation of complex, non-standard agreements (e.g., OTAs, CRADAs) in partnership with Legal and other cross-functional partners (e.g., Finance).
• Analyze the federal landscape to identify emerging funding vehicles and program mandates, guiding the internal strategy for how we incubate new USG business.