Sales Director, Mid-Market, Mid Atlantic

Airlock Digital • Virginia, United States, VA

1d • $200,000 - $250,000

About The Position

Airlock Digital is seeking a results-driven Sales Director to accelerate growth across the Mid-Market segment, generally organizations with approximately 1,000–5,000 employees. This is an individual contributor role focused primarily on acquiring new customers, with selective expansion opportunities where there is clear product fit. The role owns the full sales cycle in a complex, consultative cybersecurity environment and partners with security, IT, and business leaders to address customer needs and drive adoption of Airlock’s application control platform.

The Sales Director will build pipeline through outbound prospecting, partner collaboration, and inbound opportunities; develop account plans aligned with customer security priorities and business outcomes; and manage technical, security, and commercial evaluations through negotiation and close. The role collaborates with Solutions Architecture, Customer Success, Marketing, and Leadership, and maintains pipeline hygiene, forecasting, and deal documentation in HubSpot. The territory is WV, VA, DC, MD, and Eastern PA, and the position requires residence and an established sales history or network in that region.

The base salary range is $100,000–$125,000, with on-target earnings of $200,000–$250,000, inclusive of performance-based variable compensation. Airlock Digital is a global application control and allowlisting company serving customers across Australia, North America, and EMEA. The company describes its values as respect, determination, and integrity, and emphasizes a collaborative, flexible, and supportive work environment.

Requirements

• At least 3 years of experience in B2B technology sales.
• Recent experience in an expansion-stage or high-growth SaaS environment, with comfort working at pace, navigating ambiguity, and building processes.
• Strong understanding of the cybersecurity industry, including buyer personas, decision-making processes, market trends, and the competitive landscape.
• Ability to engage and build rapport across security, IT, and business stakeholder levels, with strong networking instincts in relevant markets.
• Must live within and have an established sales history or network in WV, VA, DC, MD, or Eastern PA.
• Experience executing go-to-market strategies and managing full sales cycles across channels using a solution-selling approach.
• Excellent verbal and written communication, presentation, discovery, and negotiation skills.
• Proactive, results-oriented, and self-directed approach; energized by building pipeline, closing new business, and exceeding targets.
• Strong understanding of SaaS business models and solution selling, including the ability to translate technical value into business outcomes.

Responsibilities

• Consistently achieve and exceed quarterly revenue targets across the Mid-Market segment.
• Focus primarily on new-logo acquisition, with selective expansion where there is clear product fit.
• Own the full sales cycle, including prospecting, discovery, demonstrations, technical alignment, negotiation, and closing.
• Manage 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 account plans aligned with customer security priorities and business outcomes.
• Build relationships with security, IT, and business leaders 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.

Benefits

• Medical, dental, and vision insurance (benefit availability varies by location and eligibility).
• 401(k) plan with 4% company match.
• Life and disability programs.
• Paid parental leave.
• Paid time off and paid holidays.
• Volunteer time off.
• Birthday time off.
• Home office allowance.

What This Job Offers

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