Head of Sales, Americas

WE ARE: 

D-Wave (NYSE: QBTS) a leader in the development and delivery of quantum computing systems, software, and services, is the world’s first commercial supplier of quantum computers. Our mission is to unlock the power of quantum computing today to benefit enterprises and society. We do this by delivering customer value with practical quantum applications for problems as diverse as workforce, manufacturing and logistics optimization, artificial intelligence, materials sciences, drug discovery, scheduling, cybersecurity, fault detection, and financial modeling. D-Wave’s technology has been used by some of the world’s most advanced organizations including Mastercard, Deloitte, Davidson Technologies, ArcelorMittal, Siemens Healthineers, Unisys, NEC Corporation, Pattison Food Group Ltd., DENSO, Lockheed Martin, Forschungszentrum Jülich, University of Southern California, and Los Alamos National Laboratory. 

Our company and its innovations have appeared in the pages of The Wall Street Journal, Time Magazine, Fast Company, MIT Technology Review, Forbes, INC Magazine and Wired. As of August 8, 2022, our company is publicly traded on the New York Stock Exchange as $QBTS. 

WHAT TO EXPECT: 

Reporting to the CRO, you are a visionary and dynamic Head of Sales Americas, you will play a critical role in driving the strategic growth and success of our sales team in the Americas region. Bringing your team building and sales leadership expertise, you will lead a high-performing sales, sales engineering and sales development team, drive our SaaS recurring and professional services revenue, and develop and grow strong relationships to help our customers on their journey toward quantum success.

If that sounds like you, read on: we expect you to significantly expand the sales team, grow the pipeline of new opportunities, and sell D-Wave’s Quantum SaaS/Cloud products and services to new and existing customers in the Americas region. You will co-manage the business development team members that qualify inbound leads and prospects into target accounts sales, as well as the pre-sales customer solutions engineering team members that identify customer needs and present D-Wave solutions to address those needs. Your team will also actively establish and manage relationships with partners, including independent software vendors, consulting firms, and channel resellers, which D-Wave complements, providing complete solutions to our joint end customers. 

WHAT YOU WILL DO:

• Sales Execution and Quota Attainment: Develop plans to drive new business growth within the Americas(US, CAN, LATAM) region and achieve/exceed quarterly goals for D-Wave products and solutions. Recruit and coach a team that identifies and proposes new customer solutions utilizing D-Wave products and services, and effectively communicate D-Wave’s vision, strategy, and product capabilities to customers, including quantifying the value customers can expect to receive from our solutions. Provide detailed and accurate sales forecasts weekly. Monitors customers, market, and competitive activity and provides insights to the Executive leadership team and other functions. 
• Team Leadership: Build, mentor, and motivate a high performing sales team, ensuring they have the necessary competencies, tools and support they need to succeed. Foster a culture of accountability, professional development, high performance, and ethical behavior. 
• Pipeline Building: Co-lead demand generation activities in the Americas in partnership with our Marketing team, selecting target accounts, representing D-Wave at conferences, seminars, and other events, qualifying new leads, delivering product presentations, and developing proposals that result in a growing pipeline of new opportunities.
• Customer Success: Enable the sales team to select and position D-Wave products and services to meet individual customer needs by understanding their business challenges and creating value propositions tailored to their unique situation. Deliver the growth objectives with high customer/partner satisfaction as measured by account retention and extension. 

YOU ARE:

• Someone with 15+ years’ successful sales leadership experience in a global technology sales organization with a proven track record of consistently meeting and exceeding sales targets and managing a team selling high value enterprise SaaS products and solutions in optimization applications such as workforce scheduling, production scheduling and logistics routing. 
• A sales leader with experience growing teams from 0 to 10+ team members resulting in bookings growth from $0 to$50M+ yearly. 
• A coach of fast-growing, solution-oriented, customer-focused, industry-savvy sales teams with a proven track record in targeted value-based selling.
• Well connected with existing customer relationships into Fortune 1000 enterprises, systems integrators, and independent software vendors. 
• Excellent written and verbal communication skills, with the ability to convey business and technical concepts to diverse audiences. 
• Intellectually curious, honest, with integrity and a passion for discovery and success.
• Willing to travel frequently (up to 50%+), including some international travel in the Americas.

EDUCATION:

• Bachelor’s or University degree or equivalent work history of 15+ years in professional sales management positions in relevant technology-based enterprises such as supply chain planning, transportation management systems, workforce management systems and data analytics.

A D-WAVER'S DNA:

We look at the future and say “why not”; we see possibilities where others see problems or routines. We show the way ahead and are committed to achieving ambitious goals. 

We practice straight talk and listen generously to each other with empathy. We value different opinions and points of views. We ensure that we connect outside as well as inside to learn from others and inspire each other. 

We hold ourselves accountable for delivering results. We make decisions and take responsibility, so that we can act and support each other. 

As leaders, we motivate and engage our teams to go beyond what was originally thought possible, by developing our people and creating the conditions for them to grow and empower themselves through enabling and coaching.

INCLUSION: 

We celebrate diverse perspectives to drive innovation in our pursuit. Our employees range from distinguished domain experts with decades of experience in their respective fields to bright and motivated graduates eager to make their mark. 

Our diverse and innovative team will make you feel appreciated, supported and empower your career growth at D-Wave.

OUR COMPENSATION PHILOSOPHY IS SIMPLE BUT POWERFUL: 

We believe providing D-Wavers with company ownership, competitive pay, and a range of meaningful benefits is the start of creating a culture where people want to give the best they’ve got — not because they’re simply making money, but because they’ve fallen in love with our vision, mission, values, and team. 

During the interview process, your Recruiter will explain how our rubrics work across all our total rewards (base, equity, bonus, perks, benefit, culture) offerings. The base salary for this role is targeted between $180K-275K USD per year. The final offer is determined by your proficiencies within this level.  

OUR IMPACT ON YOU: 

Competitive Pay. Company Ownership. Unlimited Vacation. Excellent Benefits. 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! 

THE FINE PRINT: 

It is D-Wave Systems Inc. policy to provide equal employment opportunity (EEO) to all persons regardless of race, color, religion, sex, national origin, age, sexual orientation, gender identity, genetic information, physical or mental disability, protected veteran status, or any other characteristic protected by federal, state/provincial, local law.