Sales Director, Mid-Market
About the Role
Airlock Digital is a global leader in application control and allowlisting, seeking a results-driven Sales Director, Mid-Market to accelerate growth across organizations with approximately 1,000–5,000 employees. This is a true Mid-Market individual contributor role focused primarily on new logo acquisition, with selective expansion where there is clear product fit. You'll own the full sales cycle in a complex, consultative cybersecurity environment—partnering closely with security, IT, and business leaders to solve real customer problems and drive adoption of Airlock's application control platform. This role is ideal for a seller who thrives in a high-growth, build-as-you-go environment and enjoys helping shape how we sell.
Key Responsibilities
- 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
- 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
- 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 where appropriate
- Partner with Solutions Architecture, Customer Success, Marketing, and Leadership to progress deals and remove friction
- 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
- 3+ years in B2B technology sales, with recent experience in an expansion-stage or high-growth SaaS environment — comfortable with pace, ambiguity, and building process as you go
- Strong understanding of the cybersecurity industry, including buyer personas, decision-making processes, market trends, and the competitive landscape
- Proven ability to engage and build rapport across multiple stakeholder levels — security, IT, and business leaders — with strong networking instincts in relevant markets
- Must live within and have an established sales history/network in the TN, NC, SC
- Experience executing go-to-market strategies and managing full sales cycles across channels, with a solution-selling approach
- Excellent verbal and written communication, presentation, discovery, and negotiation skills
- Proactive, results-oriented, and self-directed — energized by building pipeline, closing net-new business, and consistently exceeding targets
- Strong understanding of SaaS business models and solution selling, with the ability to translate technical value into business outcomes
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
Pay
The base salary for this role ranges from $100,000 - $125,000, with on-target earnings (OTE) ranging from $200,000 – $250,000, inclusive of performance-based variable compensation. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.