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).

Methodology & Account Strategy

• Enforce the MEDDPICC framework on every qualified opportunity in the region.
• Build and own account plans for the region's top strategic accounts; multi-thread into top accounts.
• Own territory planning - validate and tier accounts T1/T2/T3; align rep assignments across the team's book.

Cross-Functional

• Provide region-specific feedback to Marketing on ICP, messaging, and content gaps.
• Partner with Channel/Partner head to activate regional SI/GSI and reseller partner relationships for co-sell motions.
• Represent CIQ at regional industry events and customer engagements as needed.

Required Experience & Qualifications

• 10–12+ years of B2B enterprise sales experience selling infrastructure/software into North American enterprise accounts.
• 5+ years in a sales management or player-coach role, with direct experience leading teams of 5 or more reps.
• Consistent quota attainment (≥100%) across multiple years, including personal carry.
• Deep fluency in MEDDPICC, MEDDIC, Challenger, or equivalent - and demonstrated ability to coach reps to apply it.
• Hands-on operator on 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.

Preferred Qualifications

• Direct experience at enterprise infrastructure / open-source companies.
• Familiarity with Linux, HPC, AI infrastructure, or DevOps/cloud-native ecosystems.
• Prior experience building a region or team from an early stage - establishing playbooks and cadences from first principles.
• Existing network among West Coast enterprise IT, HPC, or AI infrastructure buyers.

Location & Work Model

• Field-based role; home base 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.

Reporting & Team Structure

• Reports directly to VP Sales (Global).
• Manages 5+ Account Executive / Senior Account Manager direct reports.
• Partners with Sales Engineering on technical discovery and POC execution.