Vertical Sales Lead - Research Labs and Universities

March 12

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D-Wave

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D-Wave is a practical quantum computing company that provides cutting-edge solutions for businesses and researchers to solve complex optimization problems. Its products include a quantum cloud service, quantum computers, and a suite of tools designed for rapid quantum development. D-Wave's systems are built specifically for commercial use, enabling organizations across various industries to enhance efficiency, reduce costs, and innovate using quantum technology.

51 - 200 employees

Founded 1999

🤖 Artificial Intelligence

🔧 Hardware

📋 Description

• Execute D-Wave's sales strategy within the Americas region to drive new business in the research labs and universities sector. • Identify research and education opportunities involving D-Wave quantum computing, and effectively communicate D-Wave’s vision, strategy, and product capabilities to faculty, researchers, students, and grant sources. • Build, mentor, and motivate a high performing account team, including cross-functional internal resources, to pursue opportunities to land into new accounts, and expand business in existing accounts. • Work with a cross-functional team to define the landscape of use cases for Quantum computing in the research labs and universities sector. • Establish and cultivate relationships with faculty, researchers and grant sources to create opportunities that align the company’s solution with the research labs and universities’ needs and strategy. • Co-lead demand generation activities in the Americas targeting the research labs and universities sector in partnership with our Marketing team. • Quarterback cross-functional teams to create customer proposals including managing submissions to RFI/RFP and their lifecycle of activities. • Work with Sales Operations, Legal, Finance and Professional Services to prepare a contract packet for customer signature. • Co-lead the effort to select and position D-Wave products and services to meet individual customer needs by understanding their research and educational challenges and creating value propositions tailored to their unique situation. • Drive your personal activities and your account teams to achieve and exceed your targets while accurately forecasting new bookings.

🎯 Requirements

• 15+ years of experience selling high value enterprise SaaS products and solutions in research applications, data analytics, or data science market categories in the research labs and universities sector. • A sales leader with experience growing bookings from past first customer to $5M+ yearly in an enterprise SaaS vendor. • Demonstrated successes in building an opportunity pipeline in the research labs and universities sector. • A quarterback of fast-growing, solution-oriented, customer-focused, industry-savvy account teams with a proven track record in targeted value-based selling. • Well connected with existing customer relationships across several functions into leading research labs and universities. • Excellent written and verbal communication skills, with the ability to convey technical concepts to diverse audiences. • Intellectually curious, honest, with integrity and a passion for discovery and success. • College educated with a PhD degree in Computer Science, or related STEM field degree. • Willing to travel frequently (up to 50%+), including some international travel in the Americas.

🏖️ Benefits

• Competitive Pay. • Company Ownership. • Unlimited Vacation. • Great benefit offerings. • 12 Weeks Parental Leave. • In-Office Not Required (yes, we were distributed before it was cool). • Flexible Work Arrangements. • Telehealth and Telemental Health. • Employee Networking and Events. • Inclusive Culture. • Meaningful Perks and Rewards. • Learning and Development Opportunities. • And we’re always reviewing more ways to positively impact your life!