[Remote] Sales Director, Mid-Market, California
Note: The job is a remote job and is open to candidates in USA. 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 1,000–7,500 employees. The role focuses on new logo acquisition and managing the full sales cycle in a complex cybersecurity environment.
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
Skills
- 5+ years of experience in B2B SaaS or cybersecurity sales within Mid-Market or Commercial segments, with demonstrated success selling to Mid-Market customers across California (Bay Area/San Francisco and Los Angeles)
- 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 (important for pace, ambiguity, and building process as you go)
- Strong communication, discovery, and negotiation skills
- Results-oriented, self-directed, and energized by building pipeline and closing net-new business
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
Company Overview