• Own and deliver expansion ARR quota and renewal outcomes within Enterprise and Government accounts. • Develop and execute strategic, multi-year account plans focused on long-term value expansion. • Lead advanced discovery across executive, users, procurement, security, and technical stakeholders. • Navigate regulatory, compliance, and procurement frameworks associated with Enterprise and Government customers. • Drive complex expansion negotiations with higher average selling prices and extended sales cycles. • Lead and execute the Meddpicc sales process throughout an assignment book on Enterprise clients. • Proactively manage renewal risk and pricing strategy to protect NRR performance. • Maintain strong forecast accuracy and commercial inspection rigor. • Partner cross-functionally to align expansion strategy with delivery capacity and portfolio roadmap. • Lead a team approach of resources and elevate account planning standards.

• Own and deliver against annual sales targets within an assigned North America territory, with full accountability for net-new revenue generation and account growth • Develop and execute strategic territory and account plans to expand the customer base and drive pipeline creation • Manage the full sales cycle from prospecting through close, maintaining control and momentum across complex, multi-stakeholder deals • Partner closely with Business Development and Marketing to align on target accounts, messaging, and outbound strategy; actively participate in outreach and meeting execution • Lead discovery, qualification, and solution positioning with executive stakeholders, establishing clear objectives and advancing opportunities effectively • Organize and deliver tailored solution demonstrations, including functional overviews and coordinated deep dives with subject matter experts as needed • Collaborate cross-functionally with product, engineering, marketing, customer success, and professional services to align on customer needs and ensure successful deal execution • Partner with professional services to define scope, success criteria, and delivery expectations for customer engagements • Maintain a deep understanding of the company’s solutions, services, and competitive positioning, effectively articulating key differentiators in the market • Travel, as needed, to support team and individual goals

• Manage and grow relationships with Key Accounts and other designated accounts within a specified market • Be the primary point of contact for these accounts and be responsible for achieving revenue targets • Develop and execute collaborative programs with Kiva's retail partners • Build relationships and identify and close new business opportunities within their assigned territory • Report directly to the Senior Sales Manager

• Create and execute IonQ’s SLED sales strategy covering all aspects of IonQ portfolio (Compute Hardware / Software and AppDev, Networking, Sensing and Space). • Develop strategic relationships at senior levels of State and Academic institutions. • Identify new opportunities with State, local, Higher Ed, and Academic institutions. • Develop a pipeline of sales opportunities for IonQ’s Quantum Computers. • Work with customers and prospects to identify and collaborate on new use cases in partnership with IonQ’s AppDev team. • Qualify the opportunities based on budget availability, skills, interest, executive commitment, and timing. • Create proposals aligned with the opportunity at stake taking into consideration State and local restrictions. • Negotiate agreements and close business deals. • Drive customer satisfaction, in partnership with IonQ’s Customer Success Team.