Sales Director, Mid-Market, Toronto

Airlock Digital • Toronto, ON

3d • Remote

About The Position

Airlock Digital is seeking a results-driven Sales Director, Mid-Market to accelerate growth across organizations. This is an individual contributor role focused on new logo acquisition and selective expansion within the Mid-Market segment. 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 Toronto.
• 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.
• Strong communication, discovery, and negotiation skills.
• Results-oriented, self-directed, and energized by building pipeline and closing net-new business.
• Must reside in Territory (Toronto).

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.
• 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.
• Operational Excellence: Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot. Represent Airlock Digital in customer meetings and industry forums.

Benefits

• We don’t think money is everything, but we know it is an important part of your decision to apply for a role.
• Support our team members both personally and professionally.
• Value flexibility, trust, and a work environment that empowers our team to do their best work.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed