VP, Americas Enterprise Sales
About The Position
About Airlock Digital: Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity. What We Are Looking For: The VP, Americas Enterprise Sales owns revenue performance for Enterprise customers across the Americas. This leader is responsible for developing and leading senior Enterprise Account Directors as the segment grows. The role partners closely with Sales Engineering, Global Channel, and Customer Success to drive disciplined execution across complex, high-value enterprise sales cycles. The ideal candidate brings strong enterprise sales leadership experience, operational rigor, and a collaborative mindset suited to a high-growth cybersecurity company.
Requirements
- 25–40% domestic travel across the Americas for customer meetings, team leadership, and events. Occasional international travel for global leadership and planning sessions.
- 10–15+ years of experience in cybersecurity or SaaS sales, with 5+ years leading Enterprise sales teams.
- Experience leading Enterprise Sales Directors (individual contributors).
- Deep understanding of enterprise cybersecurity solutions, including application control, endpoint security, and Zero Trust execution models.
- Strong command of MEDDPICC, enterprise negotiation, and value-based selling frameworks.
- Demonstrated ability to scale teams while maintaining execution discipline.
- Executive presence with credibility among technical, security, and business stakeholders.
- Proficiency with HubSpot and modern sales tooling (e.g., Gong, ZoomInfo, LinkedIn Sales Navigator).
- Bachelor’s degree or equivalent experience.
Nice To Haves
- Experience selling application control, allowlisting, or Zero Trust security solutions.
- Background in high-growth or scaling cybersecurity environments.
- Strong operational acumen in forecasting, territory design, quota setting, and sales compensation.
- Track record of building durable, scalable sales cultures.
Responsibilities
- Lead and develop the Americas Enterprise Sales Directors.
- Establish a high-performance, accountable sales culture aligned with Airlock Digital values (Respect, Integrity, Determination).
- Coach teams on MEDDPICC, value-based selling, and complex deal execution.
- Define clear KPIs, inspection rhythms, enablement plans, and succession pathways for enterprise sellers.
- Own enterprise pipeline development, revenue performance, and forecasting accuracy across the Americas.
- Lead complex, multi-stakeholder enterprise sales cycles, including technical evaluations, POCs, and executive alignment.
- Drive disciplined account planning, Must-Win Plans, and executive engagement for strategic opportunities.
- Ensure consistent pipeline qualification, forecasting discipline, and CRM hygiene within HubSpot.
- Meet or exceed enterprise revenue targets and operational metrics.
- Lead weekly Americas Enterprise forecast calls in partnership with Sales Engineering and Channel counterparts.
- Run Quarterly Business Reviews (QBRs) focused on pipeline health, win/loss analysis, deal strategy, partner influence, and customer outcomes.
- Maintain strong forecast accuracy and inspection standards across all enterprise opportunities.
- Build and maintain executive-level relationships with CISOs, CIOs, procurement, and security leadership within enterprise accounts.
- Participate in strategic customer meetings, account reviews, and executive briefings.
- Partner with Customer Success and Technical Success to support onboarding, adoption, and long-term customer value.
- Surface market and customer insights to Product and Marketing to influence roadmap and positioning.
- Collaborate closely with Global Channel leadership on partner-assisted and partner-influenced enterprise opportunities.
- Align enterprise account strategy with VARs, system integrators, and government-focused partners.
- Support joint go-to-market motions, co-selling strategies, and regional enterprise events.
- Ensure enterprise teams effectively leverage Airlock Digital’s partner ecosystem to accelerate deal velocity.
- Partner with the VP, Sales Engineering to align SE coverage, prioritization, and technical win strategies for enterprise deals.
- Collaborate with Marketing on enterprise-focused events, campaigns, and thought leadership.
- Work cross-functionally with Finance, Operations, and Product to support a cohesive enterprise customer journey.
- Represent enterprise customer feedback internally to strengthen product innovation and go-to-market clarity.
Benefits
- Medical, dental, and vision insurance
- 401K Plan with 4% Company Match
- Life and Disability Programs
- Paid Parental Leave
- Paid time off and Paid Holidays
- Volunteer and Birthday Time off
- Home Office Allowance
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What This Job Offers
Job Type
Full-time
Career Level
Executive
