• Develop comprehensive Account plans with trackable metrics and KPIs. • Creating and monitoring targets for the national sales department. • Building a trusting and professional relationship with clients. • Meeting with clients and account managers. • Ensuring that all accounts are looked after and maintained. • Supervising and managing regional salespeople in your department. • Following up on complaints and queries on behalf of clients. • Promoting new services and products to clients in your department. • Reporting to senior management on the status of your accounts. • Taking a leading role in presentations and proposals for national accounts. • Monitoring and identifying market trends, competitive advantages, etc.

• Collaborate on strategy with the Account Director and own its execution • Lead day-to-day client delivery and communication • Ensure work is executed at a high standard across channels • Coordinate internal project managers and channel specialists to ensure nothing slips • Monitor performance and proactively surface insights, risks, and opportunities • Be accountable for client results, retention, and delivery quality

Role Description We have an opportunity for a Senior Manager, Regional Sales – Major Account Executives to join and lead our regional new logo acquisition sales team, reporting to the senior director of the EMEA new logo sales organization. In this pivotal role, you will be responsible for growing revenues and coaching and mentoring the regional sales team. You will collaborate with regional sales leaders, marketing and the pan-EMEA teams and you should be well-versed in positioning business value, selling software solutions to enterprise companies, and managing complex sales cycles. This is an exceptional opportunity to join a strong, growing, successful, and innovative organization. Be a Contributor - What You’ll Do: - Meet or exceed revenue targets by providing strategic direction and day-to-day management of the regional sales team - Provide front-line leadership to execute on our corporate strategy in the field - Drive and execute an ARR growth strategy, including: - Growing new business in new accounts - Discerning the total available market, with a plan to increase penetration across multiple product lines in networking, cloud and security - Drive a cadence across the team, setting expectations for activities including but not limited to: - Pipeline reviews - Forecast - MEDDPICC, deal reviews, and value selling (BVA / Business cases) - Enablement - Cross-functional collaboration (channel, field marketing, BDR, professional services, support, and more) - Campaigns, events, and available tools - Recruit, hire, onboard, enable, coach and performance manage A-level sales talent - Maintain a pipeline or “bench” of candidates and interviews against the WHO Hiring process - Actively participate in onboarding to decrease time to productivity of new hires - Instill and foster a “partnering DNA” to derive maximum leverage from resellers, distributors, hyperscalers, technical alliances, and others within the regional ecosystem - Make data-driven decisions in planning across all facets of the business (territory planning, accounts, compensation, etc.), and in forecasting driving for +/- 5% accuracy - Serve as a local steward for Infoblox’s corporate mission and culture Qualifications - 10+ years of experience developing and leading successful sales teams and individual contributors, both direct and through channel partners - Experience in sales, channel sales, and sales management within an IT security company is mandatory - Inspirational and passionate people leader with the ability to draw on personal experience and get directly involved in the process/cycle to support and manage the team in closing complex sales - Strong market knowledge in the tech industry and in selling complex solutions, in multi-product portfolios, to sophisticated, enterprise clients across multiple personas - Experience with value frameworks and value drivers, demonstrating how differentiated technology can deliver positive business outcomes for clients - Process orientation with experience drafting and communicating sales plans that effectively drive business and motivate sales teams - Experience developing and implementing data-driven territory and account plans - Partnering DNA with demonstrable evidence of channel and hyperscaler relationships - A high degree of motivation, creativity, and initiative - Bachelor’s degree or equivalent experience Requirements - First 90 Days: - Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work - Six Months: - Assessed the strengths and weaknesses on the team, taking action to highlight the strengths and address the weaknesses (via coaching, top-grading, or both) - Learned our value proposition, key value drivers, use cases and recipes that the teams should be following; beginning to assess whether the teams are – or are not – following those recipes (and why / why not) - Build a SWOT for your region - Established your cadence with the team - Met as many customers and partners as possible; shadowing at least 10 prospect/customer calls per week across the region - One Year: - Made improvements to the team - Firmly established your cadence - Built plans to capitalize on the strengths/opportunities in the SWOT, and address weaknesses / mitigate threats Benefits - 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

Location: Los Angeles, CA (in office 2x/month) Reports to: VP of Client Success About Instil At Instil, we believe nonprofits deserve world-class technology that strengthens relationships and amplifies impact. Our platform helps mission-driven organizations understand their supporters, tell their stories through data, and build lasting communities of generosity. We partner closely with nonprofits to ensure they have the tools and support they need to thrive. The Role We are looking for a Client Success Manager who will walk alongside our nonprofit partners from the very beginning of their Instil journey. This role blends the heart of service with the skill of project management: ensuring smooth onboarding, guiding data migration, and offering ongoing support that helps clients get the very most out of Instil. Your success will be measured not just in metrics, but in relationships — the confidence you build with clients, the impact you help unlock, and the trust you earn by being a reliable partner in their mission. What You’ll Do Onboarding & Data Migration Welcome new nonprofit clients with empathy, clarity, and structure, ensuring they feel supported from day one. Lead the process of importing legacy data into Instil, partnering with clients to preserve the integrity of their supporter history. Create tailored onboarding plans with clear milestones, trainings, and check-ins. Client Support Serve as a responsive, compassionate point of contact for questions and problem-solving. Troubleshoot challenges while keeping clients informed and confident. Build out resources — guides, trainings, FAQs — that empower nonprofits to get the most out of Instil. Client Retention & Success Nurture long-term relationships rooted in trust, listening, and shared purpose. Monitor client engagement and proactively check in when needs or risks arise. Celebrate client wins and surface feedback that helps Instil grow in service to the sector. Partner with Sales and Product to ensure the client voice informs every part of our work. Why Instil Join a team that is mission-driven at its core. Work with nonprofits who are making a difference in their communities every day. Grow your career while contributing to lasting social impact. Competitive salary, benefits, and a collaborative culture that values empathy and impact.