Inside Account Executive

Infoblox•Sacramento, CA

3d•Remote

About The Position

Infoblox is hiring an Inside Account Executive for Southern California to join its Sales team. Reporting to the Director, Regional Sales – Mid-Market, this remote role focuses on acquiring new mid-market customers while managing approximately 15–20 existing strategic accounts. The position is primarily focused on new business: roughly 80% of the time is spent prospecting, building pipeline, and closing new business, with the remaining 20% dedicated to protecting and expanding assigned accounts. The Account Executive is supported by a Solutions Architect, Channel Account Manager, and BDR. The role owns the full sales cycle, from outreach and discovery through negotiation and close, and uses consultative sales conversations to understand customer needs and position Infoblox solutions. It also involves account planning, renewals and expansion, channel co-selling, technical proof-of-value collaboration, forecasting, CRM management, and using AI-driven sales tools and insights to improve pipeline visibility, outreach, and account decisions. During the first 90 days, the new hire will learn the company’s culture, solutions, accounts, tools, pipeline priorities, and customer engagement processes while building internal relationships. By six months, the hire is expected to own account engagement and pipeline development, support opportunities and renewal or expansion motions, and generate measurable pipeline. By one year, the hire is expected to contribute consistently to revenue, pipeline, renewal, and expansion objectives and develop repeatable sales practices that support customer growth.

Requirements

2–5 years of B2B sales experience with a track record of closing new business.
Ability to prospect, build a pipeline, and manage a full sales cycle.
Strong discovery and objection-handling skills, with comfort engaging IT directors, network engineers, and security leaders.
Experience managing a defined territory and strategically prioritizing accounts.
Comfort using sales tools such as Salesforce, Clari, Salesloft, LinkedIn Sales Navigator, and ZoomInfo.
Self-starter mentality and discipline to balance new-business prospecting with account management.
Competitive, resilient, and motivated by winning net-new business.
Experience using AI-powered sales tools and account intelligence platforms to uncover customer needs, personalize outreach, identify expansion opportunities, and improve sales productivity.
Data-driven approach to account management, using AI-assisted insights, forecasting, and automation to improve pipeline visibility, customer engagement, and decision-making.

Responsibilities

Prospect into and close new mid-market customers in the assigned territory through outbound efforts, channel partnerships, and BDR collaboration.
Own the full sales cycle from initial outreach and discovery through negotiation and close.
Conduct consultative, discovery-led sales conversations to uncover customer needs and position Infoblox solutions against incumbent or competitive environments.
Manage approximately 15–20 existing accounts, drive renewals with uplift, and identify expansion opportunities, including Daybreak, UDDI migration, and Threat Defense/Axur adoption.
Build territory plans that prioritize high-potential prospects and strategically sequence pipeline.
Work with Channel Account Managers and partners to co-sell, use deal registration, and build joint pipeline.
Collaborate with Solutions Architects on technical proofs of value and compelling business cases.
Forecast accurately using Clari and maintain disciplined Salesforce records across opportunities.
Meet or exceed quarterly and annual quota targets across new-logo and expansion revenue.
Use AI-driven forecasting, customer engagement insights, and automation to improve pipeline visibility, CRM data accuracy, and personalized outreach.
Use AI-powered account intelligence and sales tools to identify expansion opportunities, prioritize at-risk accounts, and surface customer pain points before they affect renewals.
Build relationships with internal Sales, Channel, Marketing, Customer Success, Renewals, and Technical stakeholders.
Develop customer relationships, support active opportunities, and contribute to renewal and expansion activities.