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.

Position Summary

The Regional Sales Director - West is a player-coach role leading a team of 5+ Account Executives / Senior Account Managers covering the West Coast territory (CA, and broader Western US as assigned). The role combines a full personal quota on named strategic accounts with direct team leadership, coaching, pipeline, and revenue accountability for the region.

Key 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.
• Join discovery calls, negotiations, and key customer meetings alongside reps on top accounts.
• 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).