Sales Director, Mid-Market

Airlock Digital•North Carolina, United States, NC

3d•$200,000 - $250,000•Remote

About The Position

Airlock Digital is seeking a results-driven Sales Director, Mid-Market to accelerate growth across organizations with approximately 1,000–5,000 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

3+ years in B2B technology sales, with recent experience in an expansion-stage or high-growth SaaS environment.
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).
Must live within and have an established sales history/network in TN, NC, SC.
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.
Strong understanding of SaaS business models and solution selling, with the ability to translate technical value into business outcomes.

Nice To Haves

Comfortable with pace, ambiguity, and building process as you go.
Strong networking instincts in relevant markets.
Enjoys helping shape how we sell.

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.
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 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.