Sales Director, Mid-Market, North Central

About Airlock Digital Airlock Digital is an application control company that helps organizations define what they trust and control what runs across their environments. Founded in Australia in 2013, Airlock Digital works with enterprises worldwide to reduce exposure to unauthorized software and strengthen control over software execution in complex environments. Airlock Digital supports organizations seeking a more intentional and sustainable approach to prevention by helping them move from implicit execution to organization-defined trust. Rather than relying on generic or externally defined trust decisions, organizations use Airlock Digital to define and govern what is allowed to run based on their own environment, workflows, and risk tolerance. This approach helps security and IT teams improve control, reduce uncertainty around software execution, and maintain operational stability while strengthening existing security investments. Airlock Digital helps organizations define and govern what is trusted to run, giving security and IT teams greater control without compromising how the business operates.

Airlock Digital

Only Run What You Trust

Application WhitelistingApplication ControlApplication AllowlistingBlocklistingAllowlistingOT Securityand Endpoint Security

A

airlockdigital.com

51-200 employees

Computer and Network Security

Adelaide

2013

Privately Held

19k LinkedIn followers

• Consistently achieve and exceed quarterly revenue targets across the Mid-Market segment.
• Primary focus on new logo acquisition, with selective expansion where there is clear product fit.
• Manage deals end-to-end: prospecting, discovery, demo, technical alignment, negotiation, and close.
• Excel at managing 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 thoughtful account plans aligned to customer security priorities and business outcomes.
• 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.
• 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.

• We’re looking for a results-driven Sale Director, Mid-Market to help accelerate Airlock Digital’s growth across organizations with approximately 1,000–5,000 employees. This is a true Mid-Market individual contributor role focused primarily on new logo acquisition, with selective expansion where there is clear product fit. You’ll own the full sales cycle in a complex, consultative cybersecurity environment— partnering closely with security, IT, and business leaders to solve real customer problems and drive adoption of Airlock’s application control platform. This role is ideal for a seller who thrives in a high-growth, build-as-you-go environment and enjoys helping shape how we sell.
• 3 + years in B2B technology sales, with recent experience in an expansion-stage or high-growth SaaS environment — comfortable with pace, ambiguity, and building process as you go.
• 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 — with strong networking instincts in relevant markets.
• Must live within and have an established sales history/network in the North Central.
• 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 — energized by building pipeline, closing net-new business, and consistently exceeding targets.
• Strong understanding of SaaS business models and solution selling, with the ability to translate technical value into business outcomes.

• We don’t think money is everything, but we know it is an important part of your decision to apply for a role. The base salary for this role ranges from $100,000 - $125,000, with on-target earnings (OTE) ranging from $200,000 – $250,000, inclusive of performance-based variable compensation . Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.
• At Airlock Digital we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include 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
• We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work.