Vertical Sales Lead, Research Labs

Job Description

Job Title: Vertical Sales Lead, Research Labs and Universities. Location: Remote, United States

The focus is on expanding SaaS recurring revenue and learning solutions within research institutions and universities. This role builds strong customer relationships and leads sales strategy for quantum cloud and SaaS offerings.

Responsibilities:

Sales Execution

• Execute sales strategy across the Americas region
• Identify research and education opportunities using D-Wave quantum solutions
• Present product capabilities to faculty, researchers, students, and grant bodies;
• Sell quantum SaaS and cloud products to new and existing customers

Team Leadership

• Build and mentor a high-performing account team
• Coordinate cross-functional internal resources;
• Expand business in both new and existing accounts

Market Research and Analysis

• Define use cases for quantum computing in research and universities
• Profile target accounts and identify key faculty and grant stakeholders
• Analyze sector trends and funding opportunities

Relationship Management

• Build strong relationships with faculty, researchers, and grant sources
• Align D-Wave solutions with institutional research goals
• Engage decision makers and influencers across departments

Pipeline Development

• Partner with Marketing to generate demand
• Represent D-Wave at conferences and industry events
• Qualify inbound and outbound leads
• Deliver presentations and proposals to expand the opportunity pipeline

Proposal and Capture Management

• Lead cross-functional teams in RFI and RFP submissions
• Develop business cases and white papers;
• Conduct proposal reviews and after-action assessments
• Improve capture strategy and execution

Deal Closing

• Coordinate with Sales Operations, Legal, Finance, and Professional Services
• Negotiate subscription, professional services, and financial terms
• Support vendor qualification and procurement requirements;
• Finalize contracts and purchase orders

Customer Success

• Position solutions to meet research and education needs
• Develop tailored value propositions
• Support long-term customer growth and satisfaction

Quota and Forecasting

• Achieve and exceed sales targets
• Maintain accurate revenue forecasting

Qualifications:

• 15+ years of experience selling high-value enterprise SaaS solutions
• Experience in research applications, data analytics, or data science markets
• Proven success growing enterprise SaaS revenue to 5 million USD or more annually
• Strong pipeline development experience in research labs and universities
• Demonstrated leadership in value-based selling;
• Established relationships within research and university ecosystems
• Excellent written and verbal communication skills
• Ability to explain complex technical concepts clearly
• Intellectual curiosity, integrity, and passion for innovation

Required:

• PhD in Computer Science or related STEM field
• Willingness to travel up to 50 percent, including international travel within the Americas

Preferred:

• Experience working with quantum computing solutions
• Background engaging with grant funding agencies and research sponsors

Benefits and Compensation:

• Competitive base salary
• Equity participation
• Performance-based bonus;
• Comprehensive benefits package
• Career growth opportunities
• Inclusive and diverse work environment

Other Information: No third-party candidates accepted, Equal employment opportunity employer, Final compensation determined based on experience and proficiency, Total rewards package explained during interview process.