Sales Director, Mid-Market

Key Responsibilities

• Drive Revenue & New Logo Growth
• Consistently achieve and exceed quarterly revenue targets across the Mid-Market segment.
• Primary focus on new logo acquisition, with selective expansion where there is clear product fit.
• Own the Full Sales Cycle
• Manage deals end-to-end: prospecting, discovery, demo, technical alignment, negotiation, and close.
• Excel at managing complex, consultative sales cycles involving multiple stakeholders across technical and business teams.
• Pipeline Generation & Account Planning
• 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.
• Customer & Stakeholder Engagement
• 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.
• Deal Execution
• Negotiate mid-market and upper mid-market agreements, including multi-year contracts where appropriate.
• Partner with Solutions Architecture, Customer Success, Marketing, and Leadership to progress deals and remove friction.
• Operational Excellence
• Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot.
• Represent Airlock Digital in customer meetings and select industry forums as appropriate.

Required Skills & Qualifications

• 5+ years of experience in B2B SaaS or cybersecurity sales, in Mid-Market or Commercial segments, with experience selling into Mid-Market customers in the Austin and/or Dallas.
• 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.