Senior Major Account Executive - New Logo

Infoblox•Sacramento, CA

7d•$140,000 - $160,000

About The Position

Infoblox is hiring a Senior Major Enterprise Account Executive for its Major Account Executive sales team. The role focuses on acquiring new accounts, generating leads, converting prospects into customers, and owning and coordinating all aspects of the sales cycle. The successful candidate will bring a hunter mindset and entrepreneurial spirit, operate ethically and transparently, and build relationships while consistently achieving sales targets. The role works closely with the BDR, Field Marketing, Solutions Architecture, and West Sales teams. The posting identifies the role as SoCal and also mentions a primary focus on the Chicago metro. The position combines territory and account planning, new-business development, prospecting, deal qualification, partner engagement, value selling, and accurate forecasting. The salesperson is expected to use sales intelligence, CRM, analytics, and AI-enabled tools to identify opportunities and improve sales execution, while validating AI-generated insights and using generative AI responsibly. The role also includes defined activity and performance expectations, such as weekly customer and partner interactions, monthly security workshops, annual security assessments, and quarterly quota results. The company describes an inclusive culture with ongoing learning and career development. Benefits include comprehensive health coverage, generous PTO, flexible work options, learning and career-mobility programs, leadership workshops, paid volunteer hours, employee resource groups, modern offices, and a charitable giving program supported by company match. The stated base salary is $140,000–$160,000, plus bonus or commissions.

Requirements

At least 7 years of successful technology sales experience, preferably in a hunter role focused on new-business acquisition.
References from C-level executives at a minimum of three accounts where the candidate established relationships and introduced a product portfolio.
A record of meeting and exceeding sales targets.
Experience opening Fortune 1000 or similarly sized accounts and closing six-figure ACV opportunities.
Ability to build trusted C-level relationships and sell emerging solutions that challenge incumbent technologies or the status quo.
Experience cultivating partner ecosystems across channel organizations, hyperscalers, and technology alliances.
Experience selling a product portfolio through complex, multi-stakeholder engagements involving economic buyers, CIOs, CISOs, Finance, Risk, SecOps, and other decision-makers.
Experience applying value-selling methodologies, including Business Value Assessments and ROI models.
Experience using AI-enabled sales tools, account intelligence, conversation intelligence, and data analytics to support prospecting, account planning, pipeline development, deal execution, and forecasting.
Curiosity and adaptability in adopting emerging AI capabilities to improve seller productivity and customer experience.
Ability to use generative AI responsibly, protect confidential information, review AI-generated content for accuracy, and comply with security, privacy, and ethical-use standards.
Proficiency with CRM and sales technology platforms, including Salesforce, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo, 6sense, and relevant AI-enabled sales applications.
Strong analytical skills and ability to translate sales intelligence and AI-generated insights into actionable account and opportunity strategies.
Excellent written, verbal, and executive-level communication skills.
Self-motivation, accountability, and comfort working in a fast-paced, entrepreneurial sales environment.
Bachelor’s degree or equivalent relevant experience.

Responsibilities

Collaborate with the local team to build and execute territory and account plans.
Use sales intelligence, analytics, and AI-enabled tools to identify high-potential accounts, buying signals, whitespace opportunities, priority personas, and account strategies.
Drive new-business opportunities in networking, security, and cloud solutions, using AI-powered tools to research accounts, personalize outreach, and generate new-logo pipeline.
Generate and pursue opportunities through sales actions, marketing programs, channel partnerships, and individually driven campaigns.
Engage in 8–10 new-business customer interactions per week and prospect across networking, security, and cloud personas through calls, email, social selling, and professional networking.
Use prospecting tools such as ZoomInfo, LinkedIn Sales Navigator, Highspot Digital Sales Rooms, and approved AI-enabled tools; use generative AI responsibly and protect confidential information.
Conduct discovery and qualify deals using the MEDDPICC framework; use AI-assisted insights to identify deal gaps and validate those insights through customer engagement and sales judgment.
Follow established sales recipes, conduct one Security Workshop per month, and conduct seven Security Assessments per year.
Engage economic buyers with business value assessments and compelling business cases; include a Business Value Assessment in every new-logo opportunity over $50,000.
Hold at least two partner meetings per week with resellers, hyperscalers, and technology-alliance partners; transact at least one deal per quarter through a hyperscaler marketplace.
Use account and partner intelligence to identify co-selling, joint prospecting, and coordinated market-engagement opportunities.
Maintain forecasting accuracy within plus or minus 10%, use CRM and forecasting tools to assess deal health and risks, and maintain complete and accurate CRM data.
Build a target pipeline of three times current quota within one year and deliver consistent quarterly results against quota.
Develop a network of external champions across the territory and target accounts.