Account Executive – West Coast Preferred

This is a fully remote position, open to applicants in California.

📋 Description

• Manage a complete individual quota for designated accounts within the West territory.

• Execute personal outbound/inbound qualification processes; identify, advance, and finalize opportunities from start to finish.

• Sustain a pipeline coverage of 3–5x against quota; ensure MEDDPICC is current for every active deal.

• Negotiate contracts and oversee the entire sales cycle from prospecting to securing a signed agreement.

• Develop and uphold a robust, accurately organized pipeline in line with quarterly quotas.

• Present a weekly forecast with commit/upside/downside accountability.

• Ensure HubSpot is maintained effectively regarding all opportunities (stage, next step, close date, MEDDPICC fields).

• Implement the MEDDPICC framework for every qualified opportunity.

• Create and manage account plans for top accounts in the territory; engage with multiple contacts within key accounts.

• Collaborate with the Regional Sales Director on territory and account classification (T1/T2/T3).

• Provide Marketing with insights on ICP, messaging, and content deficiencies based on field discussions.

• Work alongside Sales Engineering on technical discovery and POC execution.

• Represent CIQ at regional industry events and customer interactions as necessary.

⛳️ Requirements

• 3–5+ years of B2B enterprise sales experience in selling infrastructure/software to North American enterprise accounts.

• Proven track record of consistent quota achievement (≥100%) over multiple years.

• Familiarity with MEDDPICC, MEDDIC, Challenger, or similar sales methodologies.

• Practical experience using HubSpot or Salesforce for forecasting, pipeline management, and deal maintenance.

• Background in selling software, SaaS, infrastructure, or commercial offerings related to open-source to IT/engineering buyers.

• Residing in San Francisco, Los Angeles, or Orange County, CA; comfortable in a field-based role requiring regular customer travel.

• Bachelor's degree or equivalent professional experience.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Flexible paid time off.

• Employee stock options.

• Remote work; no travel required for the majority of positions.