Sales Director, Mid-Market, California

Location: San Francisco or Los Angeles, California Who Are We? 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 of 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 We’re looking for a results-driven Sales Director, Mid-Market to help accelerate Airlock Digital’s growth across organizations with approximately 1,000–7,500 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. Key Responsibilities Drive Revenue & New Logo Growth 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. Own the Full Sales Cycle 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. 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 technical, security, and commercial evaluations. Deal Execution 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. Operational Excellence Maintain accurate pipeline hygiene, forecasting, and deal documentation in HubSpot. Represent Airlock Digital in customer meetings and select industry forums as appropriate. Required Skills & Qualifications 5+ years of experience in B2B SaaS or cybersecurity sales within Mid-Market or Commercial segments, with demonstrated success selling to Mid-Market customers across California (Bay Area/San Francisco and Los Angeles) 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 (important for pace, ambiguity, and building process as you go). Strong communication, discovery, and negotiation skills. Results-oriented, self-directed, and energized by building pipeline and closing net-new business. What We Offer 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 $104,000 - $130,000, with on-target earnings (OTE) ranging from $208,000 – $260,000, 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 Our Commitment 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. We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you. #J-18808-Ljbffr Airlock Digital