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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 and expanding within existing accounts. This individual contributor role involves owning the full sales cycle in a complex cybersecurity environment, partnering with security, IT, and business leaders to solve customer problems and drive adoption of Airlock's application control platform. Ideal for a seller who thrives in a high-growth, build-as-you-go environment and enjoys shaping sales strategies.
Responsibilities
- Drive revenue and new logo growth, consistently achieving and exceeding quarterly revenue targets.
- Focus on new logo acquisition with selective expansion opportunities.
- Manage the full sales cycle: prospecting, discovery, demo, technical alignment, negotiation, and closing.
- Build and maintain a healthy pipeline through outbound prospecting, partner collaboration, and inbound opportunities.
- Develop account plans aligned with customer security priorities and business outcomes.
- Build strong relationships with security, IT, and business leaders.
- Navigate multi-stakeholder buying groups and guide prospects through evaluations.
- Negotiate mid-market and upper mid-market agreements, including multi-year contracts.
- Partner with internal teams (Solutions Architecture, Customer Success, Marketing, Leadership) to progress deals.
- Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot.
- Represent Airlock Digital in customer meetings and industry forums.
Requirements
- 5+ 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 competitive landscape.
- Proven ability to engage and build rapport across multiple stakeholder levels (security, IT, business leaders).
- Established sales history/network in Northern California, Seattle, or other PNW markets.
- Experience executing go-to-market strategies and managing full sales cycles with a solution-selling approach.
- Excellent verbal and written communication, presentation, discovery, and negotiation skills.
- Proactive, results-oriented, and self-directed.
- Strong understanding of SaaS business models and solution selling.
- Ability to translate technical value into business outcomes.
Skills
- B2B technology sales
- SaaS sales
- Cybersecurity industry knowledge
- Solution selling
- Pipeline generation
- Account planning
- Stakeholder engagement
- Negotiation
- Communication
- Presentation
- Discovery
- HubSpot
Location
- Toronto
- Remote
Work Type
- Remote
Experience Level
- 5+ years
Benefits
- Wide range of benefits
About the Company
- Airlock Digital is a global leader in application control and allowlisting, empowering organizations to run only trusted applications and operate free from malware and ransomware.
- Committed to core values: respect, determination, and integrity.
- Supports a diverse and expanding global customer base.
- A team of humble, collaborative, and driven professionals passionate about cybersecurity.
- Named one of USA's Greatest Places to Work in 2024 and 2025.
- Values flexibility, trust, and an empowering work environment.
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.