[Hiring] Director, New Logo Sales @Infoblox

Role Description

We have an opportunity for a Director of Sales, Major Account Executives - West to join our Major Account Executive sales team, reporting to the Senior Director, Sales - Major Account Executives. In this pivotal role, you will be responsible for and focus on growing revenues and coaching and mentoring the Major Account Executive Hunting sales team. You should be well-versed in positioning business value, selling software solutions to enterprise companies, and managing complex sales cycles. This is an exceptional opportunity to join a strong, growing, successful, and innovative organization. Infoblox allows you to thrive in a unique work environment where the emphasis is on career growth, excellence, innovation, and collaboration.

Be a Contributor — What You’ll Do

• Regional Sales Leadership
  • 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.
• Team Development and Coaching
  • 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.
• Strategic Sales Execution
  • 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.
• Customer and Partner Engagement
  • 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.
• Cross-Functional Collaboration
  • 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.

Qualifications

• 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.

Benefits

• Comprehensive health coverage, generous PTO, and flexible work options.
• Learning opportunities, career-mobility programs, and leadership workshops.
• Sixteen paid volunteer hours each year, global employee resource groups, and a “No Jerks” policy that keeps collaboration healthy.
• Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations.
• Charitable Giving Program supported by Company Match.
• We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $175,000 - $210,000 plus bonus or commissions.