Senior Major Account Executive - Southern California
Infoblox, Sacramento, CA, United States
Senior Enterprise Account Executive - Southern California
We have an opportunity for a Senior Major Enterprise Account Executive to join our West New Logo Sales team, reporting to the Director of the West New Logo team. In this pivotal role you will focus on acquiring new accounts, generating new leads, and converting them into customers. You will own and coordinate all aspects of the sales cycle, maintain and expand the customer base, and collaborate closely with the BDR, Field Marketing, Solutions Architecture, and West Sales Team within the South West region. The ideal candidate has a hunter mindset, a proven track record of identifying and securing new business opportunities, cultivating relationships with prospects, and consistently achieving sales targets.
What You’ll Do
Territory and Account Planning
Collaborate with your local team to build a comprehensive territory and account plan
New Business Development
Drive new business opportunities in networking, security, and cloud solutions
Prospecting
Identify and pursue new opportunities through sales-specific actions, marketing, and channel efforts
Engage in 8–10 new business customer interactions per week
Initiate contact with prospects across multiple personas (networking, security, cloud) through cold calls, emails, and networking
Develop and execute strategies to generate new business leads with a combination of marketing, channel, and personally-driven campaigns
Utilize prospecting tools like ZoomInfo, LinkedIn Sales Navigator, and Highspot digital sales rooms
Deal Qualification
Conduct expert discovery and apply the MEDDPICC deal qualification framework
Sales Recipes Adherence
Follow established sales recipes, including workshops and assessments
Conduct one Security Workshop per month and seven Security Assessments per year
Economic Buyer Engagement
Reach the economic buyer by leveraging business value assessments and business cases
All new logos over $50k should have a BVA
Partner Meetings
Hold at least 2 partner meetings per week with resellers, hyperscalers, and tech alliances
Leverage the hyperscalers and transact at least 1 deal per quarter through a hyperscaler marketplace
Accurate Forecasting
Maintain forecasting accuracy within plus/minus 10%
Account Hand‑Off
Closed wins will be handed off to the Major Account Manager team after 30 days
What You Bring
Minimum of 7 years of successful technology sales, preferably in a hunter role focused on new business acquisition
References from C‑levels in at least 3 accounts where you have successfully broken in with a portfolio of products
Proven track record of
Demonstrated success in meeting and exceeding sales targets
Opening Fortune 1000 (or like‑size) accounts with 6‑figure ACV deals
Building C‑level relationships
Successfully disrupting incumbent technologies and challenging the status quo by selling emerging technologies (i.e., technologies that are not part of an established market)
Cultivating partner ecosystems, including channel, hyperscaler, and tech alliances
Selling a portfolio of products in multi‑stakeholder customer engagements (Economic Buyer, CIO, CISO, Finance, Risk/SecOps, etc.)
Value selling, including using advanced business value assessments (BVA) or ROI models
Proficient with using CRM software and other sales tools (including but not limited to Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6sense)
Excellent communication skills and highly self‑motivated
Work remotely from home office in S. California, AZ, NM, NV, or UT; travel required up to 25%
Bachelor’s degree
Be Successful – Your Path First 90 Days: Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work.
Six Months:
Be confident delivering POC and webinars, as well as communicating our value proposition to new and existing customers
Participate in 8–10 customer meetings a week, created through your individual prospecting, partner networking, and pipeline generation in conjunction with the Marketing and BDR team
One Year:
Have built a target pipeline of 3X your current quota
Deliver consistent quarterly results against quota attainment
Have built a network of external champions across your territory and target accounts
Belong – Your Community Our culture thrives on inclusion, rewarding bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. Whether you code, create, sell, or care for customers, you'll grow and belong here.
Be Rewarded – Benefits That Help You Grow, Thrive, Belong
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: $150K – $160K plus commissions
Infoblox is an affirmative action and equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
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What You’ll Do
Territory and Account Planning
Collaborate with your local team to build a comprehensive territory and account plan
New Business Development
Drive new business opportunities in networking, security, and cloud solutions
Prospecting
Identify and pursue new opportunities through sales-specific actions, marketing, and channel efforts
Engage in 8–10 new business customer interactions per week
Initiate contact with prospects across multiple personas (networking, security, cloud) through cold calls, emails, and networking
Develop and execute strategies to generate new business leads with a combination of marketing, channel, and personally-driven campaigns
Utilize prospecting tools like ZoomInfo, LinkedIn Sales Navigator, and Highspot digital sales rooms
Deal Qualification
Conduct expert discovery and apply the MEDDPICC deal qualification framework
Sales Recipes Adherence
Follow established sales recipes, including workshops and assessments
Conduct one Security Workshop per month and seven Security Assessments per year
Economic Buyer Engagement
Reach the economic buyer by leveraging business value assessments and business cases
All new logos over $50k should have a BVA
Partner Meetings
Hold at least 2 partner meetings per week with resellers, hyperscalers, and tech alliances
Leverage the hyperscalers and transact at least 1 deal per quarter through a hyperscaler marketplace
Accurate Forecasting
Maintain forecasting accuracy within plus/minus 10%
Account Hand‑Off
Closed wins will be handed off to the Major Account Manager team after 30 days
What You Bring
Minimum of 7 years of successful technology sales, preferably in a hunter role focused on new business acquisition
References from C‑levels in at least 3 accounts where you have successfully broken in with a portfolio of products
Proven track record of
Demonstrated success in meeting and exceeding sales targets
Opening Fortune 1000 (or like‑size) accounts with 6‑figure ACV deals
Building C‑level relationships
Successfully disrupting incumbent technologies and challenging the status quo by selling emerging technologies (i.e., technologies that are not part of an established market)
Cultivating partner ecosystems, including channel, hyperscaler, and tech alliances
Selling a portfolio of products in multi‑stakeholder customer engagements (Economic Buyer, CIO, CISO, Finance, Risk/SecOps, etc.)
Value selling, including using advanced business value assessments (BVA) or ROI models
Proficient with using CRM software and other sales tools (including but not limited to Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6sense)
Excellent communication skills and highly self‑motivated
Work remotely from home office in S. California, AZ, NM, NV, or UT; travel required up to 25%
Bachelor’s degree
Be Successful – Your Path First 90 Days: Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work.
Six Months:
Be confident delivering POC and webinars, as well as communicating our value proposition to new and existing customers
Participate in 8–10 customer meetings a week, created through your individual prospecting, partner networking, and pipeline generation in conjunction with the Marketing and BDR team
One Year:
Have built a target pipeline of 3X your current quota
Deliver consistent quarterly results against quota attainment
Have built a network of external champions across your territory and target accounts
Belong – Your Community Our culture thrives on inclusion, rewarding bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. Whether you code, create, sell, or care for customers, you'll grow and belong here.
Be Rewarded – Benefits That Help You Grow, Thrive, Belong
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: $150K – $160K plus commissions
Infoblox is an affirmative action and equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, gender, sexual orientation, national origin, genetic information, age, disability, veteran status, or any other legally protected basis.
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