Business Development Manager (NSW & New Zealand)

Business Development Manager (NSW & New Zealand)

Location: Melbourne, Australia - Remote

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 Business Development Manager is responsible for driving new business growth within the sub-1000 endpoint segment across NSW and the entire territory of New Zealand. This is a quota-carrying, partner-first sales role focused on executing Airlock Digital's go-to-market strategy through channel partners and resellers.

This role is well-suited to a developing sales professional with strong foundational sales skills who is looking to grow within a structured, partner-led environment. You will work closely with channel partners, internal pre-sales engineers, and marketing to identify, qualify, and progress opportunities through to close.

You will be responsible for managing a partner-influenced sales cycle – from opportunity identification and qualification, through partner coordination, deal progression, and commercial close.

Key Responsibilities:

• Drive new business growth within the mid-market segment (<1000 endpoints) across NSW and New Zealand.
• Build and develop strong relationships with channel partners, resellers, and key stakeholders to generate and progress pipeline.
• Execute a partner-first sales motion, enabling and supporting partners to identify, position, and close opportunities.
• Collaborate with internal pre-sales engineers and partners to deliver product demonstrations and proofs of concept.
• Maintain a healthy pipeline through consistent prospecting, partner engagement, and marketing follow-up.
• Execute against defined sales targets and KPIs aligned with company growth objectives.
• Understand customer requirements, business drivers, and cybersecurity maturity to effectively position Airlock Digital's value proposition.
• Maintain accurate CRM records, including pipeline management, forecasting, and activity tracking.
• Stay current with cybersecurity trends, competitor landscape, and relevant frameworks (e.g. Essential Eight, NZISM where relevant).
• Support partner enablement activities, including training, joint account planning, and co-selling initiatives.
• Manage deal progression and commercial discussions in collaboration with partners.
• Ensure smooth transition of new customers to Customer Success and Support teams post-sale.
• Represent Airlock Digital at relevant industry and partner events.

Required Skills & Qualifications:

• 3–4 years' experience in technology or cybersecurity sales (or related field).
• Experience working with or through channel partners, resellers, or distributors (preferred).
• Demonstrated ability to meet or exceed sales targets in a transactional or mid-market environment.
• Strong communication, presentation, and interpersonal skills.
• Ability to build relationships with partners and end customers.
• Basic understanding of cybersecurity concepts, market dynamics, and buyer personas.
• Organised and disciplined approach to pipeline management and CRM hygiene.
• Ability to manage multiple opportunities simultaneously in a fast-paced environment.
• Commercial acumen and developing negotiation skills.
• Self-motivated with a strong desire to learn and progress within a sales career.

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. 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.

Flexible Work Environment, Hybrid or Remote – Time Off - Paid Volunteering Time - Birthday Leave - Paid parental Leaves - Home Office Allowance

Our Commitment:

We believe in supporting our team members both personally and professionally. Named one of the Australia's Greatest Places to Work and 5th best technology company for 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work.