Sales Director, Mid-Market, North Central

Airlock Digital; Chicago (IL); Hybrid; USD 100,000 - 125,000; Full time

Benefits offered by this job

Medical

Dental

Vision insurance

401K Plan with 4% Company Match

Life and Disability Programs

Paid Parental Leave

Paid time off

Paid Holidays

Volunteer and Birthday Time off

Home Office Allowance

Job summary

Airlock Digital is seeking a results-driven Sales Director, Mid-Market to accelerate growth across 1,000–5,000 employee organizations. You will own the full sales cycle in a consultative cybersecurity environment, collaborating with security, IT, and business leaders to solve customer problems and drive adoption.

This role targets new logo acquisition with selective expansion, in a high-growth, build-as-you-go environment. Remote-friendly with Chicago presence preferred.

Qualifications

• 3+ years in B2B technology sales within expansion-stage or high-growth SaaS.
• Strong cybersecurity industry understanding and buyer personas knowledge.
• Proven ability to engage across security, IT, and business leaders.

Responsibilities

• Drive revenue and new logo growth in the Mid-Market.
• Own the full sales cycle from prospecting to close.

Skills

B2B sales

Cybersecurity knowledge

Stakeholder engagement

Go-to-market strategy

Negotiation

Pipeline development

Networking

Tools

HubSpot

Job description

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.

Location: Chicago, Remote

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, 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 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.

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

• 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.

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 $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
• Vision insurance
• 401K Plan with 4% Company Match
• Life and Disability Programs
• Paid Parental Leave
• Paid time off
• 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.