Enterprise Sales Director, Canada

Airlock Digital•Toronto, ON

2d•Remote

About The Position

The Enterprise Sales Director is responsible for leading and scaling the sales function within their assigned region, with a focus on acquiring and growing relationships with the organization's largest and most strategic accounts (7,500+ employees). This role owns the full sales cycle for enterprise-level engagements — from pipeline development and stakeholder mapping through negotiation and closing — while translating company-wide sales strategy into actionable regional plans. As the Sales Director for your territory, you will help set the tone for the team's approach to complex, high-value deals and navigating multi-stakeholder buying committees, long sales cycles, and enterprise procurement processes, positioning the company as a strategic partner rather than a vendor. Success in this role requires a combination of strategic thinking, hands-on deal leadership, and cross-functional collaboration with marketing, customer success, product, and legal teams to ensure smooth deal execution and long-term account health. The Enterprise Sales Director is ultimately accountable for revenue targets, forecast accuracy, and the overall health and growth of the enterprise book of business.

Requirements

8+ years of technology sales experience, with a proven track record of consistently meeting or exceeding quota
Must live within and have an established sales history/network in Canada (Toronto)
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., Salesforce)
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

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
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
Prepare regular sales reports, including revenue forecasts, pipelines, and performance metrics
Analyze sales data to identify trends, opportunities, and areas for improvement