--- title: 'Regional Sales Director - West Coast at CIQ' canonical: 'https://feeny.ai/job/regional-sales-director-west-coast-ciq-remote-5meacybc13c3' type: 'job' last_seen: '2026-09-13' --- # Regional Sales Director - West Coast at CIQ - **Company:** CIQ - **Location:** Remote - **Work type:** remote - **Posted:** 2026-07-17 - **Last confirmed live:** 2026-09-13 - **Apply:** https://job-boards.greenhouse.io/ciq/jobs/5363349008 ## Job description ## 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). 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. ## BENEFITS - Medical, dental, and vision insurance. - Flexible paid time off. - Employee stock options. - Remote work; no travel required for most positions. ## About CIQ ## Company Overview - **One-liner**: CIQ provides enterprise-grade, FIPS-validated software infrastructure for AI, HPC, and regulated environments, built around Rocky Linux and open-source orchestration tools. - **Entity Type**: Private (Series A; raised $26M total funding) - **Headquarters**: Reno, Nevada, USA - **Founded**: 2020 - **Founders**: Gregory Kurtzer (CEO) ## Core Business - **Primary industry/industries**: Enterprise infrastructure software, AI/HPC orchestration, Linux and open-source support. - **Target customers**: Large enterprises, research institutions, and government agencies requiring secure, compliant, and scalable Linux-based infrastructure. B2B, Enterprise. - **Mission or purpose statement**: “Simplify and unify software infrastructure, enabling you to craft groundbreaking technologies for the generations to come.” [ciq.com](https://ciq.com/company/about) ## Products & Services - **RLC Pro (Rocky Linux Commercial Pro)**: The commercial, enterprise-grade binary-compatible Linux distribution based on Rocky Linux. Includes LTS, FIPS 140-3 validated cryptography, and CAVP-certified post-quantum algorithms. Tiered versions include RLC Pro Hardened (for CMMC, CNSA 2.0) and RLC Pro AI (pre-integrated with NVIDIA CUDA/DOCA and AMD ROCm). - **Fuzzball**: A high-performance orchestration platform for AI and HPC workloads across on-premises and multi-cloud environments. - **Warewulf Pro**: Stateless cluster provisioning at scale, ensuring every node boots from a known state. - **Ascender Pro**: An open, enterprise-grade IT automation platform for managing complex workflows across the entire stack. - **Enterprise Support & Consulting**: Direct access to Linux and HPC engineers for production support, custom training, and hands-on consulting. - **Training**: Customized training on Linux, IT automation, HPC, and AI infrastructure, available in-person or virtually. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed. - **Key Metric**: Total funding of $26M (Series A). Reported 2.75M+ Rocky Linux instances and 250k average monthly downloads. [ciq.com](https://ciq.com/) - **Notable Investors/Partners**: Key partners include NVIDIA and AMD (pre-integrated GPU stacks). Investors not fully detailed on public site. - **Growth Signals**: 90% of Fortune 100 companies are reported users. Headcount growth trends show +66.7% yearly increase in job postings. [linkedin.com](https://www.linkedin.com/company/ctrliq) Amazon Linux 2 end-of-life (June 2026) provides a significant market migration opportunity to Rocky Linux. ## Competitive Advantages - **Rocky Linux Ownership**: As the founding commercial support and services partner of Rocky Linux, CIQ has direct influence and deep expertise in the most popular CentOS replacement. - **Full-Stack Integration**: Pre-validated NVIDIA and AMD GPU stacks (CUDA, DOCA, ROCm) eliminate driver matching and kernel conflicts, offering a ready-to-run AI infrastructure. - **Compliance and Security**: FIPS 140-3, CAVP, and CMMC certifications make CIQ a go-to for regulated industries and government contracts. - **Open-Source Core**: Built on open-source communities (Rocky Linux, Warewulf, Fuzzball), ensuring transparency and community innovation while providing enterprise-grade support. ## Strategic Focus - **AI Infrastructure**: Optimizing the OS and orchestration layers specifically for GPU-accelerated AI workloads, targeting the growing enterprise AI market. - **Regulated Environments**: Deepening compliance capabilities (CNSA 2.0, CMMC) to serve federal and defense sectors. - **Migration from Amazon Linux 2**: Capitalizing on the June 2026 end-of-life deadline to attract AWS-native enterprises seeking a stable, compliant alternative. - **Open-Source Ecosystem**: Continuing to invest in and lead the Rocky Linux and related open-source communities to drive adoption and innovation. ## Why Work Here - **100% Remote**: Full remote flexibility is a core offering. [ciq.com](https://ciq.com/company/careers) - **Culture of Ownership**: Emphasis on accountability, “startup mode” efficiency, and a “customer first” philosophy. - **Work with Industry Pioneers**: Collaborate with the creator of Rocky Linux and other open-source and HPC veterans. - **Comprehensive Benefits**: Healthcare, vision, dental, flexible PTO, and growth opportunities. - **Open and Humble Environment**: Culture built on mutual respect, diversity, and constructive feedback, with a “no-drama” policy. ## Sources 1. [ciq.com](https://ciq.com/) 2. [ciq.com - About](https://ciq.com/company/about) 3. [ciq.com - Careers](https://ciq.com/company/careers) 4. [ciq.com - Leadership](https://ciq.com/company/leadership) 5. [linkedin.com - CIQ](https://www.linkedin.com/company/ctrliq) ## Other roles at CIQ - [Sr. Product Designer](https://feeny.ai/job/sr-product-designer-ciq-remote-qxbdkn7gtcc0) - [HPC Development Engineer](https://feeny.ai/job/hpc-development-engineer-ciq-remote-z1adq5knrcga) - [Sr. Linux Solutions Architect](https://feeny.ai/job/sr-linux-solutions-architect-ciq-remote-w1hk1mdaehpp) - [Account Executive](https://feeny.ai/job/account-executive-ciq-remote-nvx7e42cg25f) - [Sr. Customer Support Engineer](https://feeny.ai/job/sr-customer-support-engineer-ciq-remote-f8nv977b643g) - [Sr. Revenue Operations Manager](https://feeny.ai/job/sr-revenue-operations-manager-ciq-remote-9jzx06mtmhz8) - [Sales Development Rep - North America (Must be located in India)](https://feeny.ai/job/sales-development-rep-north-america-must-be-located-in-india-ciq-remote-e6bksrz5wk03) - [Linux Kernel Development Engineer](https://feeny.ai/job/linux-kernel-development-engineer-ciq-remote-7hgqkekdmw9r) - [Principal Linux Engineer](https://feeny.ai/job/principal-linux-engineer-ciq-remote-4n57eny54mbv)