Enterprise Sales Director, Eastern/Great Lakes

Key Responsibilities

• Develop and implement effective sales strategies for the region, aligned with overall company objectives and revenue targets
• Identify target accounts, key customers, partners, and sales channels to maximize revenue growth and market penetration
• Manage the full sales cycle, from prospecting through to on-boarded customers
• Work closely with prospects and customers to understand their business needs and goals, advising on relevant product capabilities
• Qualify leads and work with the sales team to overcome obstacles to achieving sales goals
• Negotiate commercial terms with customers
• Ensure a seamless handover of new customers to Customer Success and Customer Support
• Build and maintain strong relationships with key customers, strategic partners, and stakeholders in the region
• Attend conferences and industry events to promote Airlock Digital
• Cross-Functional Collaboration
• Collaborate across the business on messaging, pricing strategy, and business models to support revenue goals
• Provide insights and recommendations to Airlock Digital leadership on sales strategy and product enhancements

Required Skills & Qualifications

• 8+ years of technology sales experience, with a proven track record of consistently meeting or exceeding quota
• Deep understanding of the cybersecurity industry, market landscape, and emerging trends
• Experience executing go-to-market strategies and managing complex, multi-channel sales cycles
• Strong understanding of SaaS business models, sales cycles, and solution/value-based selling methodologies
• Established relationships with and/or ability to network with business owners, CISOs, and technology leaders across organizations of all sizes
• Excellent verbal, written, and presentation communication skills, with the ability to build rapport and negotiate effectively at the executive level
• Skilled in pipeline management and forecasting, with proficiency in CRM tools (e.g., HubSpot)
• Proactive, self-motivated, and results-oriented, with a strong drive to exceed sales targets
• Bachelor's degree or equivalent practical experience
• Willingness to travel as needed within the territory