Sales Director, Mid-Market, SoCal, Mt. States, Hawaii

Location: SoCal, Mt. States, Hawaii

About the role

We’re looking for a results-driven Sale Director, Mid-Market to help accelerate Airlock Digital’s 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.

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.

Requirements

• 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