Sales Director, Mid-Market, Arizona/Colorado

Airlock Digital•Colorado, United States, CO

7d•$200,000 - $250,000•Remote

About The Position

Airlock Digital is seeking a results-driven Sales Director, Mid-Market to accelerate growth within organizations of approximately 1,000–5,000 employees. This individual contributor role focuses on new logo acquisition and selective expansion, managing the full sales cycle in a complex, consultative cybersecurity environment. The ideal candidate will partner with security, IT, and business leaders to solve customer problems and drive adoption of Airlock's application control platform. This role is suited for a seller who thrives in a high-growth, build-as-you-go environment and enjoys shaping sales strategies.

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 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 Arizona or Colorado area.
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.

Responsibilities

Drive Revenue & New Logo Growth: Consistently achieve and exceed quarterly revenue targets across the Mid-Market segment, with a primary focus on new logo acquisition and selective expansion.
Own the Full Sales Cycle: Manage deals end-to-end, including prospecting, discovery, demo, technical alignment, negotiation, and closing.
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. 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.