Sales Director, Mid-Market

Airlock Digital•Austin, TX

3d•$104,000 - $130,000•Onsite

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, in Mid-Market or Commercial segments.
Experience selling into Mid-Market customers in the Austin and/or Dallas areas.
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.

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, and develop thoughtful account plans aligned to customer priorities.
Customer & Stakeholder Engagement: Build strong relationships with security, IT, and business leaders, and navigate multi-stakeholder buying groups.
Deal Execution: Negotiate mid-market and upper mid-market agreements, including multi-year contracts, and partner with internal teams to progress deals.
Operational Excellence: Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot, and represent Airlock Digital in customer meetings and industry forums.