West Major Accounts Director of Sales — Growth Leader

Infoblox; Sacramento (CA); On-site; USD 175,000 - 215,000; Full time

Benefits offered by this job

Health coverage

Flexible work options

Career-mobility programs

Volunteer hours

CharitableGiving Program

Job summary

Infoblox is seeking a Director of Sales, Major Account Executives - West to lead and mentor a regional Enterprise Account Executives team, drive new logo acquisition, and expand strategic accounts across the West region. You will align sales, inside sales, marketing, and channel partners to exceed revenue targets while coaching for high performance and forecast accuracy.

Using MEDDPICC, value-based selling, and AI-driven insights, you will shape territory plans, develop go-to-market strategies,

Qualifications

• 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 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 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.

Skills

Enterprise sales

Leadership

Forecasting & analytics

Executive engagement

Team coaching

Education

Bachelor's degree

Tools

CRM systems

MEDDPICC methodology

AI-enabled sales tools

Job description

Infoblox is seeking a Director of Sales, Major Account Executives - West to lead and mentor a regional Enterprise Account Executives team, drive new logo acquisition, and expand strategic accounts across the West region. You will align sales, inside sales, marketing, and channel partners to exceed revenue targets while coaching for high performance and forecast accuracy.

Using MEDDPICC, value-based selling, and AI-driven insights, you will shape territory plans, develop go-to-market strategies,