CIQ - Account Executive (West Coast Preferred)
Requirements
• 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. • 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. • Location & Work Model • 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.
Responsibilities
• Quota Carriage & Sales Execution • 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. • Pipeline & Forecasting • 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). • Methodology & Account Strategy • 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). • Cross-Functional • Provide Marketing with feedback 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.
Benefits
• Flexible paid time off. • Employee stock options. • Remote work; no travel required for most positions.
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