ACCOUNT EXECUTIVE (WEST COAST PREFERRED)

<div class="content-intro"><p style="text-align: justify;"><span style="font-size: 14pt; font-family: helvetica, arial, sans-serif;"><strong>CIQ OVERVIEW</strong></span></p> <p style="text-align: justify;"><span style="font-size: 12pt;">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.</span></p> <p style="text-align: justify;"><span style="font-size: 12pt;">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.</span></p> <p style="text-align: justify;"><span style="font-size: 12pt;">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.</span></p></div><h1 style="line-height: 1;"><span style="font-family: arial, helvetica, sans-serif; font-size: 14pt;">Position Summary</span></h1> <p style="line-height: 1.5;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">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, and reports to the Regional Sales Director - West.</span></p> <h1 style="line-height: 1;"><span style="font-family: arial, helvetica, sans-serif; font-size: 14pt;">Key Responsibilities</span></h1> <h2 style="line-height: 1;"><em><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Quota Carriage &amp; Sales Execution</span></em></h2> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Carry a full individual quota on named accounts within the West territory.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Run personal outbound/inbound qualification motion; source, advance, and close opportunities end-to-end.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Maintain 3–5x pipeline coverage against quota; keep MEDDPICC current on every active deal.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Negotiate agreements and manage the full sales cycle from prospecting to a signed deal.</span></li> </ul> <h2 style="line-height: 1;"><em><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Pipeline &amp; Forecasting</span></em></h2> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Build and maintain a healthy, accurately staged pipeline against quarterly quota.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Submit a weekly forecast with commit/upside/downside discipline.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Maintain HubSpot hygiene on all opportunities (stage, next step, close date, MEDDPICC fields).</span></li> </ul> <h2 style="line-height: 1;"><em><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Methodology &amp; Account Strategy</span></em></h2> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Apply the MEDDPICC framework to every qualified opportunity.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Build and own account plans for top accounts in the territory; multi-thread within key accounts.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Partner with the Regional Sales Director on territory and account tiering (T1/T2/T3).</span></li> </ul> <h2 style="line-height: 1;"><em><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Cross-Functional</span></em></h2> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Provide Marketing with feedback on ICP, messaging, and content gaps based on field conversations.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Partner with Sales Engineering on technical discovery and POC execution.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Represent CIQ at regional industry events and customer engagements as needed.</span></li> </ul> <h1 style="line-height: 1;"><span style="font-family: arial, helvetica, sans-serif; font-size: 14pt;">Required Experience &amp; Qualifications</span></h1> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">3–5+ years of B2B enterprise sales experience selling infrastructure/software into North American enterprise accounts.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Consistent quota attainment (≥100%) across multiple years.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Working knowledge of MEDDPICC, MEDDIC, Challenger, or an equivalent sales methodology.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Hands-on experience with HubSpot or Salesforce for forecasting, pipeline management, and deal hygiene.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Experience selling software, SaaS, infrastructure, or open-source-adjacent commercial offerings to IT/engineering buyers.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Based in San Francisco, Los Angeles, or Orange County, CA; comfortable with a field-based role and regular in-market customer travel.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Bachelor's degree or equivalent professional experience.</span></li> </ul> <h1 style="line-height: 1;"><em><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Preferred Qualifications</span></em></h1> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Direct experience at enterprise infrastructure / open-source companies.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Familiarity with Linux, HPC, AI infrastructure, or DevOps/cloud-native ecosystems.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Existing network among West Coast enterprise IT, HPC, or AI infrastructure buyers.</span></li> </ul> <h1 style="line-height: 1;"><em><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Location &amp; Work Model</span></em></h1> <ul> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt; line-height: 1;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Remote role; home-based in San Francisco, Los Angeles, or Orange County, CA.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt; line-height: 1;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Regular in-person meetings with prospects and customers across the West territory; travel as required.</span></li> <li style="font-family: arial, helvetica, sans-serif; font-size: 12pt; line-height: 1;"><span style="font-family: arial, helvetica, sans-serif; font-size: 12pt;">Standard CIQ tooling: HubSpot, LinkedIn Sales Navigator, Zoom, Slack.</span></li> </ul><div class="content-conclusion"><p style="text-align: justify;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"><strong>BENEFITS</strong></span></p> <div class="form-field"> <div class="form-field__input-wrapper"> <div class="textarea-box"> <div class="read-only-redactor ng-star-inserted"> <ul> <li style="font-family: helvetica, arial, sans-serif; text-align: justify; font-size: 12pt;"> <p style="line-height: 1;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Medical, dental, and vision insurance.</span></p> </li> <li style="line-height: 1; font-family: helvetica, arial, sans-serif; text-align: justify; font-size: 12pt;"> <p><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Flexible paid time off.</span></p> </li> <li style="line-height: 1; font-family: helvetica, arial, sans-serif; text-align: justify; font-size: 12pt;"> <p><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Employee stock options.</span></p> </li> <li style="font-family: helvetica, arial, sans-serif; font-size: 12pt;"> <p style="line-height: 1; text-align: justify;"><span style="font-family: helvetica, arial, sans-serif; font-size: 12pt;">Remote work; no travel required for most positions.</span></p> </li> </ul> </div> </div> </div> </div> <div class="form-field"> </div></div>