Manager, Inside Sales

Sales Manager, Inside Account Managers

We have an opportunity for a Sales Manager, Inside Account Managers. In this role, you will be responsible for building a high-performance sales culture focused on accountability, customer value, partner leverage, operational excellence, and predictable revenue growth. This role requires a hands-on sales leader with strong enterprise sales experience, the ability to develop talent, and a track record of exceeding goals in cybersecurity, networking, cloud, SaaS, infrastructure, or adjacent enterprise technology markets. 

Be a Contributor — What You’ll Do 

The Manager of Inside Account Managers is a frontline sales leadership role responsible for building, coaching, and developing a team of 10 Inside AMs within Infoblox's Growth Segment. This team manages approximately 1,200+ existing customer accounts focused on renewals, expansion, and product adoption— not new logo acquisition. The majority of your reps will be early-career sellers transitioning from CDR, BDR, or renewals roles into full-cycle account ownership for the first time. This is a builder role— you're standing up a new team, creating the playbook, and developing raw talent into confident, customer-centric account managers.

What You'll Do

• Hire, onboard, and ramp new Inside AMs through structured enablement programs, many of whom will be first-time account owners transitioning from support or overlay roles
• Coach reps on sales fundamentals: discovery, objection handling, call structure, follow-up discipline, and pipeline hygiene
• Model and teach customer-centric behavior — building touchpoint strategies, delivering value in every interaction, and owning the full customer relationship
• Build and own the expansion playbook — identify triggers for Daybreak refresh, Threat Defense/Axur adoption, UDDI conversion, and Asset Insights attachment within the install base
• Run weekly forecast reviews in Clari and enforce Salesforce discipline across the team
• Drive net retention and expansion revenue targets across 1,200+ existing customer accounts
• Partner with Solutions Architects, CDR's, Channel Account Managers, and BDRs to support your reps on deals
• Build a culture of learning, accountability, and career progression — celebrate wins and create a safe environment for early-career sellers to develop
• Incorporate AI-enabled tools into forecasting, pipeline inspection, opportunity management, account planning, and sales coaching 
• Establish best practices for responsible use of AI across account research, stakeholder mapping, customer engagement, and deal preparation 

Be Prepared — What You Bring 

• 5+ years of sales experience with experience managing, being a team lead or mentor
• Strong fundamentals coaching ability — can break down discovery, qualification, and deal progression into repeatable, teachable frameworks
• Experience developing early-career or first-time sellers — comfortable with high-touch coaching, role plays, and building confidence from the ground up
• Customer-centric mindset — understands how to grow an installed base through relationship management, not just transactional selling
• Experience with expansion and renewal motions — cross-sell, upsell, refresh, and platform migration plays
• Disciplined operator — can manage forecast accuracy, pipeline hygiene, and activity metrics across a 10-person team
• Thrives on developing people, not just managing numbers
• Comfort with sales tools such as Salesforce, Clari, Salesloft, and Highspot
• Ability to leverage AI-powered technologies, analytics platforms, and data-driven insights to improve forecasting, pipeline quality, customer engagement, and seller productivity 
• Experience coaching teams on responsible use of AI for account research, stakeholder mapping, customer engagement, sales planning, and operational execution 

Be Successful — Your Path 

First 90 Days 

• Assess the strengths and development opportunities across the district sales team 
• Learn Infoblox’s value proposition, key customer use cases, value drivers, competitive positioning, and sales methodologies 
• Build a district SWOT analysis identifying growth opportunities, competitive threats, whitespace potential, and execution priorities 
• Establish a consistent operating cadence around pipeline reviews, forecasting, deal inspection, account planning, and coaching 
• Build strong relationships with key enterprise customers, partners, and internal stakeholders 
• Participate in customer and prospect meetings to understand market dynamics, account strategy, expansion opportunities, and sales effectiveness