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About the Role
Airlock Digital is seeking a results-driven Sales Director to accelerate growth within the Mid-Market segment (1,000–7,500 employees). This individual contributor role focuses on new logo acquisition and managing the full sales cycle in a complex, consultative cybersecurity environment.
Responsibilities
- Achieve and exceed quarterly revenue targets in the Mid-Market segment.
- Focus on new logo acquisition with selective expansion.
- Manage the full sales cycle from prospecting and discovery to negotiation and closing.
- Navigate complex, consultative sales cycles involving multiple technical and business stakeholders.
- Build and maintain a healthy pipeline through outbound prospecting, partner collaboration, and inbound leads.
- Develop account plans aligned with customer security priorities and business outcomes.
- Build relationships with security, IT, and business leaders.
- Negotiate mid-market and upper mid-market agreements, including multi-year contracts.
- Collaborate with Solutions Architecture, Customer Success, Marketing, and Leadership to progress deals.
- Maintain accurate pipeline hygiene, forecasting, and documentation in HubSpot.
- Represent the company in customer meetings and industry forums.
Requirements
- 5+ years of experience in B2B SaaS or cybersecurity sales within Mid-Market or Commercial segments.
- Demonstrated success owning full-cycle, consultative sales motions in complex technical environments.
- Strong understanding of cybersecurity buyers, workflows, and decision-making processes.
- Experience engaging with security, IT, and business leaders at multiple organizational levels.
- Prior experience in a startup or high-growth environment.
- Strong communication, discovery, and negotiation skills.
- Must reside in the New York or New Jersey territory.
Skills
- B2B SaaS sales
- Cybersecurity sales
- Full-cycle sales
- Consultative selling
- Pipeline generation
- Account planning
- Negotiation
- HubSpot
Location
- New York
- New Jersey
Work Type
- Full-time
Experience Level
- 5+ years of experience
Salary/Compensations
- Base salary: $104,000 - $130,000
- On-target earnings (OTE): $208,000 – $260,000
Benefits
- 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
About the Company
- Global leader in application control and allowlisting.
- Mission to empower organizations to run only trusted software and operate free from malware and ransomware.
- Rapidly growing across Australia, North America, and EMEA.
- Named one of the USA’s Greatest Places to Work in 2024 and 2025.