Director, Sales - New Logo - West
About The Position
Infoblox is seeking a Director of Sales to lead its Major Account Executive hunting sales team in the West region. Reporting to the Senior Director, Sales - Major Account Executives, this role focuses on growing revenue and coaching and mentoring sales professionals. The Director will develop and execute regional sales strategies, build alignment across sales, inside sales, marketing, and channel teams, and drive revenue goals through enterprise software sales and complex sales cycles. The role includes leadership of Enterprise Account Executives, team hiring and development, sales execution and forecasting, strategic customer and partner engagement, and cross-functional collaboration. The position supports new-logo acquisition, customer expansion, competitive displacement, and partner-led opportunities. Infoblox describes its work environment as emphasizing career growth, excellence, innovation, and collaboration.
Requirements
- 10+ 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 using 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 in 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 execution across new-logo acquisition, customer expansion, competitive displacement, and partner-led opportunities.
- Establish operating rhythms to improve forecast accuracy, pipeline visibility, and sales execution.
- Monitor territory performance and identify growth and market penetration opportunities.
- Use data, analytics, and AI-driven insights for forecasting, territory planning, and account prioritization.
- Recruit, hire, onboard, develop, and retain Enterprise Account Executives.
- Foster accountability, continuous improvement, and customer-centric selling.
- Conduct pipeline reviews, opportunity inspections, and account planning sessions.
- Coach sellers on prospecting, qualification, executive engagement, negotiation, and deal strategy.
- Support team members' professional development and career growth.
- Drive disciplined forecasting, pipeline management, territory planning, and sales process adherence.
- Reinforce enterprise sales methodologies, including MEDDPICC, value-based selling, and strategic account planning.
- Help sellers navigate complex enterprise opportunities and competitive situations.
- Improve team productivity through data-driven decision-making and operational rigor.
- Use AI-enabled tools and market intelligence to identify whitespace opportunities, buying signals, and competitive risks.
- Develop executive relationships with regional customers and prospects.
- 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 with Customer Success and Professional Services.
- Partner 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.
Benefits
- Comprehensive health coverage.
- Generous paid time off.
- Flexible work options.
- Learning opportunities, career-mobility programs, and leadership workshops.
- Sixteen paid volunteer hours each year.
- Global employee resource groups.
- Modern offices with EV charging and healthy snacks.
- Charitable Giving Program supported by Company Match.
- Pay transparency and performance rewards.
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What This Job Offers
Job Type
Full-time
Career Level
Director
