[Hiring] Sales Director @Airlock Digital

Role Description

We’re looking for a results-driven Sale Director, Mid-Market to help accelerate Airlock Digital’s growth across organizations with approximately 1,000–5,000 employees. This is a true Mid-Market individual contributor role focused primarily on new logo acquisition, with selective expansion where there is clear product fit.

You’ll own the full sales cycle in a complex, consultative cybersecurity environment—partnering closely with security, IT, and business leaders to solve real customer problems and drive adoption of Airlock’s application control platform. This role is ideal for a seller who thrives in a high-growth, build-as-you-go environment and enjoys helping shape how we sell.

Key Responsibilities

• Drive Revenue & New Logo Growth
  • Consistently achieve and exceed quarterly revenue targets across the Mid-Market segment.
  • Primary focus on new logo acquisition, with selective expansion where there is clear product fit.
• Own the Full Sales Cycle
  • Manage deals end-to-end: prospecting, discovery, demo, technical alignment, negotiation, and close.
  • Excel at managing complex, consultative sales cycles involving multiple stakeholders across technical and business teams.
• Pipeline Generation & Account Planning
  • Build and maintain a healthy pipeline through outbound prospecting, partner collaboration, and inbound opportunities.
  • Develop thoughtful account plans aligned to customer security priorities and business outcomes.
• Customer & Stakeholder Engagement
  • Build strong relationships with security, IT, and business leaders and execute thoughtful account plans.
  • Navigate multi-stakeholder buying groups and guide prospects through technical, security, and commercial evaluations.
• Deal Execution
  • Negotiate mid-market and upper mid-market agreements, including multi-year contracts where appropriate.
  • Partner with Solutions Architecture, Customer Success, Marketing, and Leadership to progress deals and remove friction.
• Operational Excellence
  • Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot.
  • Represent Airlock Digital in customer meetings and select industry forums as appropriate.

Qualifications

• 3 + years in B2B technology sales, with recent experience in an expansion-stage or high-growth SaaS environment.
• Strong understanding of the cybersecurity industry, including buyer personas, decision-making processes, market trends, and the competitive landscape.
• Proven ability to engage and build rapport across multiple stakeholder levels — security, IT, and business leaders.
• Must live within and have an established sales history/network in the Arizona, Colorado, Nevada or SoCal area.
• Experience executing go-to-market strategies and managing full sales cycles across channels, with a solution-selling approach.
• Excellent verbal and written communication, presentation, discovery, and negotiation skills.
• Proactive, results-oriented, and self-directed — energized by building pipeline, closing net-new business, and consistently exceeding targets.
• Strong understanding of SaaS business models and solution selling, with the ability to translate technical value into business outcomes.

Benefits

• Base salary ranges from $100,000 - $125,000, with on-target earnings (OTE) ranging from $200,000 – $250,000, inclusive of performance-based variable compensation.
• Medical, dental, and vision insurance.
• 401K Plan with 4% Company Match.
• Life and Disability Programs.
• Paid Parental Leave.
• Paid time off and Paid Holidays.
• Volunteer and Birthday Time off.
• Home Office Allowance.