CIQ - Regional Sales Director - West Coast
Requirements
• 10–12+ years of B2B enterprise sales experience selling infrastructure/software into North American enterprise accounts. • 5+ years in a sales management or player-coach role, with direct experience leading teams of 5 or more reps. • Consistent quota attainment (≥100%) across multiple years, including personal carry. • Deep fluency in MEDDPICC, MEDDIC, Challenger, or equivalent - and demonstrated ability to coach reps to apply it. • Hands-on operator on 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. • Direct experience at enterprise infrastructure / open-source companies. • Familiarity with Linux, HPC, AI infrastructure, or DevOps/cloud-native ecosystems. • Prior experience building a region or team from an early stage - establishing playbooks and cadences from first principles. • Existing network among West Coast enterprise IT, HPC, or AI infrastructure buyers. • Location & Work Model • Field-based role; home base 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. • Reporting & Team Structure • Reports directly to VP Sales (Global). • Manages 5+ Account Executive / Senior Account Manager direct reports. • Partners with Sales Engineering on technical discovery and POC execution.
Responsibilities
• Personal Quota Carriage (Player) • Personally carry a full Regional Sales Director quota on named strategic accounts within the West territory. • Run personal outbound/inbound qualification motion; source, advance, and close opportunities end-to-end on assigned named accounts. • Maintain 3–5x pipeline coverage on personal quota; keep MEDDPICC current on every personal deal. • Team Leadership & Coaching (Coach) • Lead, coach, and develop 5+ direct reports (Account Executives / Senior Account Managers) across the region. • Run weekly deal reviews using MEDDPICC, regular objection-handling, and skills-development clinics. • Conduct weekly 1:1s, quarterly performance reviews, and document individual development plans. • Own hiring, onboarding/ramp, and performance management for the regional team. • Pipeline & Forecasting • Own regional pipeline build and coverage discipline against quarterly team quota. • Submit weekly regional forecast to the VP Sales with commitment/upside/downside discipline. • Maintain HubSpot hygiene across the regional team (stage, next step, close date, MEDDPICC fields). • Methodology & Account Strategy • Enforce the MEDDPICC framework on every qualified opportunity in the region. • Build and own account plans for the region's top strategic accounts; multi-thread into top accounts. • Own territory planning - validate and tier accounts T1/T2/T3; align rep assignments across the team's book. • Cross-Functional • Cross-Functional • Provide region-specific feedback to Marketing on ICP, messaging, and content gaps. • Partner with Channel/Partner head to activate regional SI/GSI and reseller partner relationships for co-sell motions. • Represent CIQ at regional industry events and customer engagements as needed.
Benefits
• Flexible paid time off. • Employee stock options. • Remote work; no travel required for most positions.
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