Director, New Logo Sales - West

Infoblox•Sacramento, CA

2d•$166,900 - $257,070•Remote

About The Position

Infoblox is seeking a Director of Sales, Major Account Executives - West to join their Major Account Executive sales team. This role reports to the Senior Director, Sales - Major Account Executives and is responsible for growing revenues and coaching/mentoring the Major Account Executive Hunting sales team. The ideal candidate will be experienced in positioning business value, selling software solutions to enterprise companies, and managing complex sales cycles. Infoblox offers a unique work environment focused on career growth, excellence, innovation, and collaboration. The ideal candidate is an experienced and driven sales executive with a passion for mentoring people and driving an integrated sales strategy by aligning sales, inside sales, marketing, and channel teams to overachieve revenue goals.

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.