Senior Director, Sales Operations & Strategy

IonQ is leading the world toward a new era of computing—quantum computing and networking—and we are looking for a Senior Director of Sales Operations & Strategy to help drive this mission forward. This is a unique opportunity to join a pioneering team that is shaping the future of one of the world's most transformative technologies.

In this role, you will be a strategic partner to the Chief Revenue Officer (CRO) and the Go-To-Market-Revenue (GTMR) leaders, serving as a strategic integrator and operational leader across the GTMR function.

Acting as a Chief of Staff for the GTMR function, you will drive alignment across business functions (such as Sales, Engineering, Applications, Legal, Finance and Marketing), champion operational rigor, and enable scalable growth. You will lead efforts to optimize sales processes (pipeline health and sales forecasts), strengthen performance tracking, and ensure cross-functional readiness to compete and win in the marketplace. You will develop and manage key performance indicators (KPIs) for the sales organization and partner with the GTMR leadership team to develop strategic initiatives, operationalize go-to-market plans, advise on staffing requirements, compensation schemes, and territory definitions, and lead efforts to effectively respond to customer needs, including government and commercial RFPs.

Responsibilities

Strategic Leadership & Execution

• Serve as a strategic and operational advisor to the Sales Leadership Team, helping shape GTMR priorities and drive cross-functional alignment.
• Translate vision and strategy into executable plans and monitor progress toward objectives.
• Own the rhythm of the GTMR business—leading quarterly planning, business reviews, and key initiative tracking.

Strategic Business Partner to the CRO and GTMR Leaders

• Represent the GTMR leadership team in internal cross-functional meetings and meetings with external stakeholders.
• Anticipate organizational needs and ensure the CRO and GTMR leadership are focused on the most critical opportunities and challenges.
• Lead preparation for board updates, customer meetings, executive offsites, and strategic decision-making sessions.
• Focus on the most consequential sales opportunities in the business and ensure timely planning and cross functional alignment / support to iron out the internal process required to win.

Cross-Functional Enablement

• Champion the voice of Sales within IonQ and ensure the organization is equipped to meet customer expectations—especially in complex, competitive engagements.
• Partner with Product, Engineering, Marketing, Finance, and Legal to ensure IonQ's commercial teams are well-positioned to respond to RFPs, shape demand, and execute deals with excellence.
• Align internal stakeholders on go-to-market strategy, including pricing, offerings, and enablement.

Sales Process Optimization & Insights

• Architect and continuously improve scalable, repeatable sales processes and workflows.
• Identify friction points and conversion gaps across the funnel, and deploy data-driven solutions to accelerate outcomes.
• Maintain visibility into key GTMR metrics and deliver actionable insights to leadership.

Sales Forecasting & Planning

• Partner with Finance and Sales leaders on pipeline and revenue forecasting.
• Support territory design, quota setting, and incentive planning.

Team Leadership & Enablement

• Manage and mentor a Program Manager focused on project execution, RFP support, and GTMR initiatives.
• Drive adoption and effective usage of sales tools and platforms (e.g., Salesforce).
• Lead onboarding and training programs to ensure team members are equipped with the right sales tools, processes, and data.
  
  

You’d be a good fit if you have:

• A bachelor’s degree (required).
• 15+ years of experience in sales, sales leadership, strategy, sales operations, revenue operations, or consulting—ideally in high-growth or technology-driven environments.
• A track record of driving large-scale strategic initiatives and collaborating with executive leaders.
• A data-driven mindset and the ability to translate analytics into business impact.
• Exceptional communication, leadership, negotiation and cross-functional influence skills.
• Expertise in CRM and analytics platforms (e.g., Salesforce, Tableau, Looker, Excel).
  
  

You’d be a great fit if you also have:

• An MBA or equivalent advanced degree.
• Experience in emerging technology, especially within a startup or scaling environment.
• A track record of success in leading enterprise or government sales teams
• A background in navigating government or enterprise procurement processes and managing complex RFPs.
  
  

Location: This position can work onsite or hybrid from one of our offices (College Park, MD, Bothell, WA) or fully remote in the US (strong preference for someone on the east coast).
Travel: Occasional travel may be required (domestic and international)
Job ID:  1035

The approximate base salary range for this position is $164,921 - $215,063. The total compensation package includes base, bonus, and equity.