Sales Director, Mid-Market, New York

Airlock Digital•New York, NY

3d•$104,000 - $130,000•Remote

About The Position

Airlock Digital is seeking a results-driven Sales Director, Mid-Market to accelerate growth across organizations with approximately 1,000–7,500 employees. This is an individual contributor role focused on new logo acquisition and selective expansion. The role involves owning the full sales cycle in a complex, consultative cybersecurity environment, partnering with security, IT, and business leaders to solve customer problems and drive adoption of Airlock’s application control platform. This position is ideal for a seller who thrives in a high-growth, build-as-you-go environment and enjoys shaping sales strategies.

Requirements

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 New York/New Jersey
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.
Must reside in Territory (New York/New Jersey)

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.