Account Executive

Must be located on the West Coast, California preferred. 

The Account Executive - West is an individual contributor role responsible for driving new business and expanding CIQ's footprint across a named account territory on the West Coast (CA and broader Western US, as assigned). This role owns the full sales cycle on assigned accounts, from prospecting through close.

Key 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.

NEEDED TO SUCCEED

Successful candidates will have: 

• 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.

• 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.

EDUCATION AND EXPERIENCE

• 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.