Director, Federal Sales - Civilian

About the position

Infoblox is seeking a Regional Director, Federal Civilian to join their Americas Sales Organization. This role reports to the President Infoblox Federal and is responsible for leading a team of Enterprise Account Executives. The primary focus is on driving new business acquisition, customer expansion, and strategic account growth within a defined territory. The Regional Director will develop and execute regional sales strategies, ensure forecast accuracy and pipeline discipline, and coach sellers on complex enterprise opportunities. This position requires collaboration with Sales Engineering, Customer Success, Professional Services, Marketing, Channel, and Revenue Operations to accelerate growth and achieve predictable business outcomes. The ideal candidate is a proven enterprise sales leader with a history of developing high-performing Account Executives, exceeding bookings targets, and driving execution in cybersecurity, networking, cloud, SaaS, or related enterprise technology markets.

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

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
  • 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
  • Flexible work options
  • Learning opportunities
  • Career-mobility programs
  • Leadership workshops
  • Sixteen paid volunteer hours each year
  • Global employee resource groups
  • A “No Jerks” policy that keeps collaboration healthy
  • Modern offices with EV charging
  • Healthy snacks
  • Hackathons
  • Game nights
  • Culture celebrations
  • Charitable Giving Program supported by Company Match
  • Pay transparency
  • Reward performance
  • Bonus or commissions
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