CIQ OVERVIEW
CIQ builds the enterprise infrastructure that powers the world's most demanding workloads. From the operating system layer through AI infrastructure, high-performance computing, and cloud-native orchestration, CIQ delivers the speed, security, scalability, and sovereignty that major enterprises, government agencies, and research institutions depend on.
CIQ is the founding support and services partner of Rocky Linux and the developer of the RLC Pro family of Enterprise Linux distributions, Fuzzball workload orchestration, Warewulf Pro cluster provisioning, and Ascender Pro automation. Our customers include some of the largest and most technically sophisticated organizations in the world, working across HPC, AI/ML, defense, and regulated industries.
We are a company of builders, operators, and open source practitioners. If you want to do work that matters, at a company that is genuinely changing how enterprise infrastructure gets built and run, we want to talk.
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
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.
- 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.
BENEFITS
Medical, dental, and vision insurance.
Flexible paid time off.
Employee stock options.
Remote work; no travel required for most positions.
Skills Required
- 3-5+ years of B2B enterprise sales experience selling infrastructure or software into North American enterprise accounts
- Consistent quota attainment of at least 100% across multiple years
- Working knowledge of MEDDPICC, MEDDIC, Challenger, or 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 or engineering buyers
- Direct experience at enterprise infrastructure or 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
- Based in San Francisco, Los Angeles, or Orange County, California
- Comfort with a field-based role and regular in-market customer travel
- Bachelor's degree or equivalent professional experience
What We Do
Empowering People To Do What They Do Great! At CIQ, we are here to help our customers and communities do amazing things! We are your escalation or development team. We are your infrastructure. We are your cloud. We are the people that will have your back, so you can do what you do great. Our Values Empowering Innovating software infrastructure solutions for extreme performance and scale including service models designed to meet the needs of your organization. Improving Our passion is to always do better. Always provide more value. Always drive intelligent innovation. Always provide what the customer & community needs. Growing CIQ believes in constant and never-ending growth. We are growing fast and looking for like-minded people with an unwavering passion for always doing better for ourselves and others. What do you get when you cross High Performance Computing with Enterprise, Cloud, and Hyper-scale? The Answer is CIQ. CIQ is composed of technology founders, innovators, engineers, some of the leading creators in the industry, and we all share the same vision: to help companies, teams, and individuals do amazing things. Open Source When we decide to open source a project, it is because we believe it would be best for the project and community. But open source is not a marketing gimmick nor a sales tool, and it should never be at the mercy of a corporate agenda. This is why we’ve given our open source initiatives properly to the community, and we strive to set the precedent such that other companies would do likewise. Always Customers First Our model is simple: We support people, not cores or sockets. People. Follow us on YouTube and Twitter: https://www.youtube.com/channel/UCQbKq1vIffqRAMUDPfHcU0w https://twitter.com/CtrlIQ?s=20&t=7pQXepSSimeTqytBY52Dhw
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