Director, Federal Sales - DoD/IC

Overview

Join our Federal Sales Organization as a Regional Director, DoD/IC. Reporting to the President, Infoblox Federal, this role leads a team of Enterprise Account Executives to drive new business acquisition, customer expansion, and strategic account growth.

Responsibilities

• Lead a team of Enterprise Account Executives to achieve 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
• 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
• Aid 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

Requirements

• 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
• 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

Qualifications

• Proven track record of developing high-performing Account Executives
• Exceeded bookings targets and drove execution within cybersecurity, networking, cloud, SaaS, or adjacent enterprise technology markets
• Experience in driving new logo acquisition and expansion within enterprise accounts
• 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
• 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

Skills

• Enterprise technology sales experience
• First-line sales leadership experience
• Account Executive recruitment and development
• Forecasting and pipeline management
• Territory planning and opportunity inspection
• CRM, analytics, and AI-enabled sales tools
• Sales methodologies such as MEDDPICC and value-based selling
• Enterprise sales experience in cybersecurity, networking, cloud, SaaS, or related fields
• Executive presence and stakeholder engagement
• Business acumen and operational discipline

Benefits

• Comprehensive health coverage
• Generous PTO
• Flexible work options
• Learning opportunities and career mobility programs
• Leadership workshops
• Sixteen paid volunteer hours per year
• Global employee resource groups
• No jerks policy
• Pay transparency and performance rewards

Pay

$175,000 - $210,000 plus bonus or commissions

Schedule

Remote