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About the Role
The Enterprise Sales Director leads and scales the sales function within their assigned region, focusing on acquiring and growing relationships with strategic accounts of 7,500+ employees. This role manages the full sales cycle, from pipeline development to closing, while translating company-wide strategy into actionable regional plans.
Responsibilities
- Develop and implement regional sales strategies aligned with company objectives.
- Identify target accounts, partners, and sales channels to maximize market penetration.
- Manage the full sales cycle from prospecting to onboarding.
- Advise prospects on product capabilities based on their business needs.
- Qualify leads and overcome obstacles to achieve sales goals.
- Negotiate commercial terms with customers.
- Ensure seamless handover of new customers to Customer Success and Support teams.
- Build and maintain relationships with key customers and strategic partners.
- Represent the company at conferences and industry events.
- Collaborate on messaging, pricing strategy, and business models.
- Provide leadership with insights on sales strategy and product enhancements.
- Prepare sales reports, revenue forecasts, and performance metrics.
- Analyze sales data to identify trends and opportunities.
Requirements
- 8+ years of technology sales experience with a proven track record of meeting or exceeding quota.
- Must reside in and have an established sales history/network in Toronto, Canada.
- Deep understanding of the cybersecurity industry and market landscape.
- Experience executing go-to-market strategies and managing complex, multi-channel sales cycles.
- Strong understanding of SaaS business models and value-based selling methodologies.
- Established network with business owners, CISOs, and technology leaders.
- Excellent verbal, written, and presentation communication skills.
- Proficiency in CRM tools such as Salesforce.
- Proactive, self-motivated, and results-oriented mindset.
- Willingness to travel as needed within the territory.
Skills
- Strategic planning
- Pipeline management
- Sales forecasting
- Executive-level negotiation
- Solution selling
- Relationship management
- Data analysis
Location
- Toronto, Ontario, Canada
- Remote
Work Type
- Full-time
- Remote
Experience Level
- 8+ years
Education Level
- Bachelor's degree or equivalent practical experience
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
- Airlock Digital is a cybersecurity company.
- Named one of the USA’s Greatest Places to Work in 2024 and 2025.