Director, Federal Sales - DoD/IC

Infoblox•Richmond Hill, ON

5d•$175,000 - $210,000•Remote

About The Position

Infoblox is seeking a Regional Director, DoD/IC to join its Federal Sales Organization, reporting to the President, Infoblox Federal. This sales leadership role is responsible for leading a team of Enterprise Account Executives focused on driving new business acquisition, customer expansion, and strategic account growth across a defined territory. The Regional Director will develop and execute regional sales strategies, drive forecast accuracy and pipeline discipline, and coach sellers through complex enterprise opportunities. As a member of the regional leadership team, you will partner closely with Sales Engineering, Customer Success, Professional Services, Marketing, Channel, and Revenue Operations to accelerate growth and deliver predictable business outcomes. This role requires a proven enterprise sales leader with a track record of developing high-performing Account Executives, exceeding bookings targets, and driving execution within cybersecurity, networking, cloud, SaaS, or adjacent enterprise technology markets.

Requirements

8+ years of enterprise technology sales experience
3+ years of first-line sales leadership experience managing quota-carrying Account Executives
Proven success leading enterprise sales teams to exceed bookings and growth targets
Experience driving new logo acquisition and expansion within enterprise accounts
Demonstrated ability to recruit, coach, and develop high-performing sales professionals
Strong forecasting, pipeline management, territory planning, and opportunity inspection skills
Experience leveraging CRM, analytics, and AI-enabled sales tools to improve business outcomes
Experience selling cybersecurity, networking, cloud, SaaS, infrastructure, or related enterprise technology solutions
Strong understanding of enterprise sales methodologies including MEDDPICC and value-based selling
Demonstrated ability to work cross-functionally with Sales Engineering, Customer Success, Marketing, Channel, and Product teams
Executive presence and ability to engage effectively with senior customer stakeholders
Strong business acumen, communication skills, and operational discipline
Bachelor's degree required

Responsibilities

Lead a team of Enterprise Account Executives responsible for achieving bookings, pipeline generation, and customer acquisition objectives
Develop and execute territory strategies aligned with Infoblox's growth priorities and go-to-market initiatives
Drive balanced execution across new logo acquisition, customer expansion, competitive displacement, and partner-led opportunities
Establish operating rhythms that improve forecast accuracy, pipeline visibility, and sales execution
Monitor territory performance and identify opportunities for growth and market penetration
Leverage data, analytics, and AI-driven insights to improve forecasting, territory planning, and account prioritization
Recruit, hire, onboard, develop, and retain top-performing Enterprise Account Executives
Foster a culture of accountability, continuous improvement, and customer-centric selling
Conduct regular pipeline reviews, opportunity inspections, and account planning sessions
Coach sellers on prospecting, qualification, executive engagement, negotiation, and deal strategy
Support professional development and career growth for team members
Drive disciplined execution of forecasting, pipeline management, territory planning, and sales process adherence
Reinforce adoption of enterprise sales methodologies, including MEDDPICC, value-based selling, and strategic account planning
Assist sellers in navigating complex enterprise opportunities and competitive situations
Improve team productivity through data-driven decision-making and operational rigor
Leverage AI-enabled tools and market intelligence to identify whitespace opportunities, buying signals, and competitive risks
Develop executive relationships with key customers and prospects throughout the region
Participate in strategic customer meetings, executive briefings, and critical deal engagements
Partner with channel organizations, alliance partners, and distributors to expand market coverage and accelerate growth
Support customer retention and expansion efforts in collaboration with Customer Success and Professional Services
Partner closely with Sales Engineering, Customer Success, Professional Services, Marketing, Channel, and Revenue Operations teams
Collaborate on territory planning, pipeline generation initiatives, and go-to-market execution
Represent Infoblox at customer events, partner engagements, and industry conferences
Provide market feedback and customer insights to leadership and cross-functional stakeholders