Enterprise Sales Director, Canada

Airlock Digital; Toronto; On-site; CAD 120,000 - 200,000; Full time

Job summary

Airlock Digital in Toronto, Canada, is seeking an Enterprise Sales Director to lead and scale the regional sales function, focusing on strategic accounts and multi‑year partnerships. You will own the full sales cycle from pipeline to close and ensure seamless handover to Customer Success.

You will build targeted GTM strategies, identify key customers, partners, and channels, and collaborate on pricing and business models.

Qualifications

• 8+ years of technology sales experience.
• Must live in Canada (Toronto) with established sales network.
• Deep understanding of cybersecurity and SaaS business models.
• Experience with multi-channel go-to-market strategies.
• Excellent executive communication and relationship-building skills.

Responsibilities

• Develop and implement effective sales strategies for the region, aligned with overall company objectives and revenue targets
• Identify target accounts, key customers, partners, and sales channels to maximize revenue growth and market penetration
• Manage the full sales cycle, from prospecting through to on‑boarded customers
• Work closely with prospects and customers to understand their business needs and goals, advising on relevant product capabilities
• Qualify leads and work with the sales team to overcome obstacles to achieving sales goals
• Negotiate commercial terms with customers
• Ensure a seamless handover of new customers to Customer Success and Customer Support
• Build and maintain strong relationships with key customers, strategic partners, and stakeholders in the region
• Attend conferences and industry events to promote Airlock Digital
• Collaborate across the business on messaging, pricing strategy, and business models to support revenue goals
• Provide insights and recommendations to Airlock Digital leadership on sales strategy and product enhancements
• Prepare regular sales reports, including revenue forecasts, pipelines, and performance metrics
• Analyze sales data to identify trends, opportunities, and areas for improvement

Skills

Tech sales

Go-to-market

SaaS sales

Pipeline management

Forecasting

Executive speaking

Networking

Education

Bachelor's degree or equivalent

Tools

HubSpot

Job description

Location: Toronto, Ontario, Canada - Remote

The Enterprise Sales Director is responsible for leading and scaling the sales function within the assigned region, with a focus on acquiring and growing relationships with the organization's largest and most strategic accounts (7,500+ employees). This role owns the full sales cycle for enterprise-level engagements—from pipeline development and stakeholder mapping through negotiation and closing—while translating company-wide sales strategy into actionable regional plans.

Key Responsibilities

Strategy & Market Growth

• Develop and implement effective sales strategies for the region, aligned with overall company objectives and revenue targets
• Identify target accounts, key customers, partners, and sales channels to maximize revenue growth and market penetration

Sales Execution

• Manage the full sales cycle, from prospecting through to on‑boarded customers
• Work closely with prospects and customers to understand their business needs and goals, advising on relevant product capabilities
• Qualify leads and work with the sales team to overcome obstacles to achieving sales goals
• Negotiate commercial terms with customers
• Ensure a seamless handover of new customers to Customer Success and Customer Support

Relationships & Representation

• Build and maintain strong relationships with key customers, strategic partners, and stakeholders in the region
• Attend conferences and industry events to promote Airlock Digital

Cross‑Functional Collaboration

• Collaborate across the business on messaging, pricing strategy, and business models to support revenue goals
• Provide insights and recommendations to Airlock Digital leadership on sales strategy and product enhancements

Reporting & Analysis

• Prepare regular sales reports, including revenue forecasts, pipelines, and performance metrics
• Analyze sales data to identify trends, opportunities, and areas for improvement

Required Skills & Qualifications

• 8+ years of technology sales experience, with a proven track record of consistently meeting or exceeding quota
• Must live within and have an established sales history/network in Canada (Toronto)
• Deep understanding of the cybersecurity industry, market landscape, and emerging trends
• Experience executing go‑to‑market strategies and managing complex, multi‑channel sales cycles
• Strong understanding of SaaS business models, sales cycles, and solution/value‑based selling methodologies
• Established relationships with and/or ability to network with business owners, CISOs, and technology leaders across organizations of all sizes
• Excellent verbal, written, and presentation communication skills, with the ability to build rapport and negotiate effectively at the executive level
• Skilled in pipeline management and forecasting, with proficiency in CRM tools (e.g., HubSpot)
• Proactive, self‑motivated, and results‑oriented, with a strong drive to exceed sales targets
• Bachelor's degree or equivalent practical experience
• Willingness to travel as needed within the territory