Note: The job is a remote job and is open to candidates in USA. CIQ builds enterprise infrastructure for demanding workloads across operating systems, AI infrastructure, high-performance computing, and cloud-native orchestration. The Account Executive - West is responsible for driving new business and expanding CIQ’s presence across named West Coast accounts by managing the full sales cycle, pipeline, forecasting, account strategy, and cross-functional customer engagement.
Responsibilities
- Carry a full individual quota on named accounts within the West territory
- Run personal outbound/inbound qualification motion; source, advance, and close opportunities end-to-end
- Maintain 3–5x pipeline coverage against quota; keep MEDDPICC current on every active deal
- Negotiate agreements and manage the full sales cycle from prospecting to a signed deal
- Build and maintain a healthy, accurately staged pipeline against quarterly quota
- Submit a weekly forecast with commit/upside/downside discipline
- Maintain HubSpot hygiene on all opportunities (stage, next step, close date, MEDDPICC fields)
- Apply the MEDDPICC framework to every qualified opportunity
- Build and own account plans for top accounts in the territory; multi-thread within key accounts
- Partner with the Regional Sales Director on territory and account tiering (T1/T2/T3)
- Provide feedback to Marketing on ICP, messaging, and content gaps based on field conversations
- Partner with Sales Engineering on technical discovery and POC execution
- Represent CIQ at regional industry events and customer engagements as needed
Skills
- 3–5+ years of B2B enterprise sales experience selling infrastructure/software into North American enterprise accounts
- Consistent quota attainment (≥100%) across multiple years
- Working knowledge of MEDDPICC, MEDDIC, Challenger, or an equivalent sales methodology
- Hands-on experience with HubSpot or Salesforce for forecasting, pipeline management, and deal hygiene
- Experience selling software, SaaS, infrastructure, or open-source-adjacent commercial offerings to IT/engineering buyers
- Based in San Francisco, Los Angeles, or Orange County, CA; comfortable with a field-based role and regular in-market customer travel
- Bachelor's degree or equivalent professional experience
- Remote role; home-based in San Francisco, Los Angeles, or Orange County, CA
- Regular in-person meetings with prospects and customers across the West territory; travel as required
- Standard CIQ tooling: HubSpot, LinkedIn Sales Navigator, Zoom, Slack
- Direct experience at enterprise infrastructure / open-source companies
- Familiarity with Linux, HPC, AI infrastructure, or DevOps/cloud-native ecosystems
- Existing network among West Coast enterprise IT, HPC, or AI infrastructure buyers
Benefits
- Medical, dental, and vision insurance.
- Flexible paid time off.
- Employee stock options.
- Remote work; no travel required for most positions.
Company Overview