Federal Capture Director

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.