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About the Role
Airlock Digital is seeking a results-driven Sales Director, Mid-Market to accelerate growth by acquiring new logos within organizations of approximately 1,000–7,500 employees. This individual contributor role focuses on owning the full sales cycle in a complex, consultative cybersecurity environment, partnering with security, IT, and business leaders to solve customer problems and drive adoption of Airlock’s application control platform. The ideal candidate thrives in a high-growth, build-as-you-go environment and enjoys shaping sales processes.
Responsibilities
- Consistently achieve and exceed quarterly revenue targets across the Mid-Market segment.
- Focus on new logo acquisition, with selective expansion where there is clear product fit.
- Manage deals end-to-end: prospecting, discovery, demo, technical alignment, negotiation, and close.
- Manage complex, consultative sales cycles involving multiple stakeholders across technical and business teams.
- 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.
- 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.
- Negotiate mid-market and upper mid-market agreements, including multi-year contracts.
- Partner with Solutions Architecture, Customer Success, Marketing, and Leadership to progress deals.
- Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot.
- Represent Airlock Digital in customer meetings and select industry forums.
Requirements
- 5+ years of experience in B2B SaaS or cybersecurity sales within Mid-Market or Commercial segments.
- Demonstrated success selling to Mid-Market customers across California (Bay Area/San Francisco and Los Angeles).
- Demonstrated success owning full-cycle, consultative sales motions in complex technical environments.
- Strong understanding of cybersecurity buyers, workflows, and security decision-making processes.
- Comfortable engaging with security, IT, and business leaders across multiple levels of an organization.
- Prior experience selling in a startup or high-growth environment.
- Strong communication, discovery, and negotiation skills.
- Results-oriented, self-directed, and energized by building pipeline and closing net-new business.
Skills
- B2B SaaS sales
- Cybersecurity sales
- Mid-Market sales
- Commercial sales
- Consultative sales
- Complex technical sales
- Pipeline generation
- Account planning
- Relationship building
- Negotiation
- Communication
- Discovery
- HubSpot
Location
- San Francisco, California
- Los Angeles, California
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 insurance
- Dental insurance
- Vision insurance
- 401K Plan with 4% Company Match
- Life Programs
- Disability Programs
- Paid Parental Leave
- Paid time off
- Paid Holidays
- Volunteer Time off
- Birthday Time off
- Home Office Allowance
About the Company
- Airlock Digital is a global leader in application control and allowlisting, empowering organizations to run only what they trust and operate free from malware and ransomware.
- Rapid growth across Australia, North America, and EMEA.
- Committed to core values: respect, determination, and integrity.
- Supports a diverse and expanding global customer base.
- A team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.
- Named one of the USA’s Greatest Places to Work in 2024 and 2025.
- Values flexibility, trust, and a work environment that empowers team members.
Equal Opportunity
- We believe in supporting our team members both personally and professionally.
- We value flexibility, trust, and a work environment that empowers our team to do their best work.
- We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible.
- All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature.
- Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers.
- Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor.
- If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request.
- Your security is important to us, and we are committed to a safe and transparent hiring experience.
- No contact from recruitment agencies, thank you.