Airlock Digital

Role Description We’re looking for a Sr Deal Desk Analyst to manage and streamline our end-to-end deal workflow. In this role, you’ll be the main coordinator between Sales, Legal, and Finance, making sure deals are structured correctly, compliant with pricing and discounting policies, and aligned with revenue goals. You’ll help accelerate deal velocity, support our growth, and empower the sales team to win. Key Responsibilities: - Commercial Deal Strategy & Pricing Governance - Lead commercial deal structuring for new business, renewals, and expansions. - Own the pricing and discounting policy framework, defining guardrails, exception processes, and approval thresholds in partnership with Finance and the CRO. - Model deal economics and scenario analysis to influence executive decision-making on strategic and non-standard opportunities. - Develop concession frameworks that protect margin while empowering reps to close competitively. - Cross-Functional Deal Coordination - Serve as the central coordinator across Sales, Finance, Legal, Product, and Executive leadership to ensure complex opportunities progress efficiently through approval workflows. - Act as a trusted strategic advisor to AEs and sales leadership — not just a reviewer, but a partner who actively helps structure and win deals. - Build and maintain operating rhythms, SLAs, and escalation paths that keep deal velocity high without sacrificing governance. - Contract, Quote & Approval Management - Own quoting processes end-to-end in HubSpot and future CPQ tooling — standardizing templates, order forms, MSAs, and amendment workflows. - Enforce pricing, discounting, contracting, and risk-management policies; ensure exceptions are documented, escalated, and approved appropriately. - Support channel and partner-specific quoting rules and terms; maintain partner deal registration and co-sell governance. - CRM Hygiene & Revenue Data Integrity - Ensure opportunity records are complete, accurate, and compliant — maintaining high-quality CRM data that underpins forecasting, revenue recognition, and operational reporting. - Design and implement data quality standards and audit processes; partner with Sales Ops to enforce pipeline hygiene across the team. - Build dashboards and reporting that give leadership real-time visibility into deal velocity, quote-to-close rates, and pipeline health. - Provisioning & Post-Sale Execution - Oversee SaaS license provisioning post-sale, including tenant setup, portal account creation, user role assignments, and environment configuration per contract specifications. - Drive provisioning automation efforts to reduce manual effort and accelerate time-to-value for customers. - Own the handoff documentation and process from Deal Desk to Customer Success, ensuring CSMs have the context they need from day one. - Process Design & Scalability - Audit existing deal processes and identify gaps; design and implement scalable, documented workflows that can support Airlock's growth across North America, EMEA, and APAC. - Build and maintain the Deal Desk playbook — policies, templates, escalation guides, and training materials for the sales team. - Deliver enablement sessions to equip AEs with the knowledge to self-serve on standard deals and escalate efficiently on complex ones. - Evaluate and implement tooling improvements — CPQ, CLM, and CRM integrations — to reduce friction in the quote-to-cash process. Qualifications - 8–10+ years of progressive experience in Deal Desk, Revenue Operations, Sales Operations, or Finance within a fast-growing B2B SaaS or technology company. - Demonstrated track record of operating at a senior/strategic level — independently leading programs, advising sales leadership, and influencing outcomes without requiring day-to-day management. - Experience building or significantly improving Deal Desk processes from the ground up — not just inheriting and maintaining them. - Exposure to cybersecurity, infrastructure software, or enterprise security markets is a plus. - Must have startup experience. Requirements - Deep understanding of SaaS pricing models, discounting mechanics, contract structures, and revenue recognition principles (ASC 606 familiarity preferred). - Hands-on experience with CPQ systems; HubSpot CRM experience is highly valued. - Strong proficiency in deal modeling — comfortable building financial scenarios in Excel Sheets and translating them into actionable recommendations. Benefits - Salary range of USD $120,000-$150,000. - 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.

Role Description Airlock Digital is seeking a Technical Product Marketing Manager to help strengthen how we bring our platform, capabilities, and technical differentiation to market as we continue to scale globally. This role will serve as a key technical go-to-market partner across Product Management, Solutions Engineering, Sales, Channel, Customer Success, and Marketing teams. The Technical Product Marketing Manager will be responsible for translating complex cybersecurity concepts and product capabilities into clear, compelling customer value for security practitioners, technical evaluators, IT leaders, and executive buyers. This is a highly cross-functional individual contributor role for someone who enjoys operating at the intersection of cybersecurity technology, customer insight, technical storytelling, and product-level go-to-market execution. The ideal candidate combines strong technical fluency with excellent product marketing instincts and is comfortable independently driving technical messaging, launch execution, technical competitive differentiation, field enablement, and customer-facing product narratives aligned to broader product marketing and go-to-market strategy. This role is ideal for someone who thrives in fast-moving, high-growth environments and enjoys building clarity across technical and commercial audiences. Key Responsibilities - Technical Positioning and Product Messaging: - Develop technically credible product positioning and messaging for Airlock Digital capabilities and solutions. - Translate complex cybersecurity functionality into clear customer-facing narratives that resonate with security practitioners, security architects, IT operations teams, and executive stakeholders. - Partner closely with Product Management and Solutions Engineering to ensure messaging accurately reflects product capabilities, operational workflows, and customer use cases. - Support the execution and refinement of broader product positioning and messaging frameworks through technical differentiation, customer insight, and practitioner-focused storytelling. - Ensure consistent application of product messaging across launches, sales assets, partner content, campaigns, website messaging, and customer communications. - Product Launches and Go-to-Market Execution: - Drive product-level go-to-market planning and launch execution for product capabilities, feature releases, and platform enhancements in alignment with broader product marketing and go-to-market strategy. - Partner with Product Management to define customer problems, technical value propositions, target audiences, use cases, and launch narratives. - Lead cross-functional launch coordination across Product, Sales, Marketing, Channel, Customer Success, and Solutions Engineering teams. - Develop technical launch messaging, field-facing product materials, sales enablement assets, and customer communications aligned to broader positioning and messaging frameworks. - Measure and refine launch effectiveness using customer feedback, field insights, adoption trends, and market response. - Technical Sales Enablement and Field Readiness: - Develop technical product narratives, messaging frameworks, pitch materials, technical battlecards, solution briefs, and product presentations that support customer engagement and technical evaluations. - Partner with Sales, Solutions Engineering, and Enablement teams to improve field readiness and technical messaging consistency. - Support strategic sales opportunities by providing technical positioning guidance, competitive insights, and differentiated product messaging. - Help translate technical product capabilities into operational outcomes, security value, and business impact for multiple buyer audiences. - Competitive Intelligence and Technical Differentiation: - Monitor cybersecurity market trends across endpoint security, application control, allowlisting, EDR/XDR, and adjacent security ecosystems. - Develop technical competitive positioning, practitioner-focused differentiation narratives, and field-facing competitive enablement materials that help clearly articulate Airlock’s value during technical evaluations and customer conversations. - Gather insights from customers, prospects, partners, analysts, and field teams to inform messaging, positioning execution, and go-to-market initiatives. - Maintain awareness of evolving customer challenges, practitioner workflows, and security operations trends. - Partner and Ecosystem Messaging: - Support messaging and positioning for strategic technology integrations and alliance partnerships. - Develop partner-facing messaging and “Better Together” narratives for integrated solutions. - Collaborate with Channel and Alliances teams to ensure technical messaging aligns with broader go-to-market initiatives. - Technical Content: - Develop product-focused content including technical messaging guides, solution briefs, launch materials, presentations, website messaging, webinars, and technical thought leadership assets. - Partner with Content and Demand Generation teams to support campaigns and programs aligned to product messaging and market positioning. - Cross-Functional Collaboration: - Serve as a day-to-day technical go-to-market partner for Product Management on launches, feature positioning, customer messaging, and field readiness. - Collaborate closely with Product, Sales, Solutions Engineering, Marketing, Channel, and Customer Success teams to support effective go-to-market execution. - Act as a strategic translator across technical and commercial teams to help ensure Airlock’s product value and differentiation are clearly understood internally and externally. - Contribute to scalable product marketing processes, launch rigor, and go-to-market consistency as the organization continues to grow. Qualifications - 7+ years of B2B product marketing experience within cybersecurity, endpoint security, infrastructure security, or enterprise SaaS environments. - Strong experience developing technical product messaging, launch plans, and go-to-market execution programs for cybersecurity or infrastructure technologies. - Experience translating complex technical capabilities into clear customer-facing narratives for both technical and non-technical audiences. - Demonstrated ability to develop technical sales enablement assets including pitch decks, messaging guides, technical battlecards, solution briefs, and presentations. - Experience supporting product launches and cross-functional go-to-market execution in fast-paced environments. - Experience working closely with Product Management, Solutions Engineering, Security Engineering, or technical product teams. - Strong understanding of cybersecurity buyer journeys, technical evaluation processes, and practitioner-focused messaging. - Strong written and verbal communication skills with excellent storytelling ability. - Ability to operate independently, manage ambiguity, and drive cross-functional initiatives with minimal oversight. Bonus Points - Experience marketing endpoint security, application control, allowlisting, EDR/XDR, or adjacent cybersecurity technologies. - Experience supporting practitioner-focused cybersecurity sales motions and technical evaluation cycles. - Familiarity with enterprise security operations, endpoint management, or security architecture concepts. - Experience working within growth-stage cybersecurity companies or high-growth B2B SaaS organizations. Benefits - Salary range of USD $148,000 - $178,000. - 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.

Role Description The Sr. Sales Engineer serves as a technical resource in the sales process, providing deep cybersecurity expertise, conducting product demonstrations, and supporting proof-of-concept (POC) evaluations. This role collaborates closely with customers to design and implement solutions, ensuring Airlock Digital’s platform aligns with their security requirements. Solutions Engineers act as subject matter experts, guiding both clients and internal teams on product capabilities, integration strategies, and future roadmap enhancements. A successful candidate will have strong technical acumen, hands-on experience in cybersecurity solutions, and the ability to translate complex security challenges into effective implementations. Key Responsibilities - Technical Sales Support: - Act as a technical expert and trusted advisor throughout the sales process, helping prospects and customers understand the value of Airlock Digital’s solutions. - Work closely with account managers to identify customer needs, technical requirements, and potential opportunities. - Product Demonstrations & Technical Engagement: - Conduct product demonstrations, presentations, and technical discussions tailored to customer environments. - Clearly articulate the features, capabilities, and benefits of Airlock Digital’s products. - Proof-of-Concept (POC) Leadership: - Lead the technical execution of proof-of-concept engagements from initial scoping through successful completion. - Define evaluation criteria and design POCs aligned with the customer’s environment and success metrics. - Maintain regular engagement with prospects to ensure momentum and resolve technical challenges. - Customer Discovery & Solution Alignment: - Understand customer environments, security requirements, and operational challenges. - Align Airlock Digital’s solutions to address specific business and security needs. - Implementation Support: - Act as the interface between customers and internal teams during early implementation to support knowledge transfer. - Assist with deployment planning and integration support when needed. - Cross-Functional Collaboration: - Partner with Product, Support, and Customer Success teams to ensure successful customer adoption. - Provide feedback to product teams based on customer interactions, market trends, and competitive insights. - Technical Documentation & RFP Support: - Assist with RFP, RFI, and tender responses. - Maintain documentation related to POC progress, outcomes, and customer feedback. - Industry Engagement: - Represent Airlock Digital at customer briefings, partner engagements, and industry events when appropriate. Success Metrics - Proof-of-concept conversion rates - Customer satisfaction with technical engagements - Product adoption success - Deployment success rates - Sales team enablement effectiveness and contribution to overall win rates Qualifications - 8+ years of experience in the technology industry, ideally in sales engineering, pre-sales engineering, or cybersecurity architecture roles. - Experience supporting endpoint security, application allowlisting, or related cybersecurity technologies. - Hands-on experience delivering technical product demonstrations, solution evaluations, and proof-of-concept (POC) engagements in enterprise environments. - Strong understanding of enterprise security architectures, Zero Trust security principles, and modern cybersecurity frameworks such as MITRE ATT&CK, NIST, or CIS. - Ability to translate complex security, infrastructure, and operational requirements into practical solution architectures and deployment strategies. - Experience working within enterprise IT environments including Active Directory, Windows administration, APIs, integrations, and cloud platforms. - Experience supporting complex enterprise sales cycles with multiple stakeholders including security, IT operations, and executive leadership. - Experience operating in a high-growth or fast-scaling cybersecurity company is highly desirable. - Strong analytical and problem-solving skills with a customer-first mindset and the ability to troubleshoot technical challenges. - Excellent verbal and written communication skills with the ability to present technical concepts clearly to both technical and executive audiences. - Ability to build trusted relationships and collaborate effectively across sales, product, engineering, and customer success teams. - Bachelor’s degree in Computer Science, Cybersecurity, Engineering, or a related technical field, or equivalent practical experience. Benefits - OTE range of USD $208,000 to $260,000. - 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. Company Description 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.

Role Description Airlock Digital is looking for a Sr. Commercial Counsel to support our commercial contracting needs as we continue to scale globally. This role will focus on drafting, reviewing, negotiating, and managing customer, partner, vendor, and SaaS-related agreements while partnering closely with Sales, Finance, Security, Product, and leadership. This is a hands-on contract role for someone who can operate independently, provide practical legal guidance, and help drive deals forward while balancing speed, risk, and business priorities in a fast-moving cybersecurity/SaaS environment. Key Responsibilities - Draft, review, negotiate, and manage a wide range of commercial agreements, including subscription agreements, MSAs, order forms, SOWs, NDAs, vendor agreements, partner agreements, reseller agreements, referral agreements, and alliance agreements. - Partner closely with Sales, Finance, Security, Product, and leadership to support revenue growth while managing legal and business risk. - Support negotiation strategy for customer, partner, and vendor agreements to help move deals forward efficiently while maintaining appropriate risk standards. - Review and negotiate data protection, privacy, and security-related contract terms, including data protection agreements. - Partner with internal teams to understand Airlock’s products, customer requirements, and risk profile. - Coordinate with outside counsel as needed on commercial, corporate, privacy, security, and other legal matters. Qualifications - J.D. from an accredited law school. - 12+ years of relevant legal experience in commercial contracts, SaaS agreements, technology transactions, or corporate legal work. - Strong experience drafting and negotiating B2B SaaS, technology, and commercial agreements. - Ability to independently manage contracts from intake through signature. - Strong business judgment with the ability to translate legal risk into clear, practical guidance for non-legal stakeholders. - Excellent drafting, negotiation, communication, and organizational skills. - Ability to prioritize effectively, manage multiple matters at once, and operate with urgency and professionalism. Bonus Points - Experience supporting a cybersecurity, cloud, infrastructure, or B2B SaaS company. - Familiarity with data protection, privacy, and security contracting. - Experience with partner, reseller, referral or alliance agreements. - Experience helping companies embed scalable legal templates, playbooks, approval processes, and contract workflows. - Familiarity with global commercial contracting, including U.S., Australia, and international customer or partner agreements. Benefits - Salary range of USD $200,000 - $250,000. - 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.

Role Description 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. 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 New York/New Jersey. - 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. - Must reside in Territory (New York/New Jersey). Benefits - Base salary ranges from $104,000 - $130,000, with on-target earnings (OTE) ranging from $208,000 – $260,000, inclusive of performance-based variable compensation. - 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. Company Description 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.

Role Description 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. 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. Benefits - 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 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. 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. 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 National Police 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.

Title: Customer Renewals Manager Location: Denver, Colorado remote Job Description: Who Are We? 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.  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 are seeking a Customer Renewals Manager to own and optimize the high-volume renewal motion across our Scale customer segment. This role is responsible for driving on-time renewals, minimizing churn, and identifying expansion opportunities through a combination of data-driven prioritization, programmatic outreach, and targeted customer engagement. Key Responsibilities: Renewal Ownership (High-Volume Portfolio) - Manage a large book of business of Scale customers with responsibility for on-time renewals and retention targets - Execute end-to-end renewal workflows, including quoting, pricing alignment, and contract execution - Maintain accurate renewal forecasts, commit calls, and pipeline hygiene Programmatic & Scaled Execution - Drive renewals through automated and semi-automated touchpoints (email cadences, in-app notifications, partner channels) - Segment accounts based on risk, ARR, and expansion potential to prioritize engagement - Continuously optimize renewal playbooks, timing, and messaging to improve conversion rates Churn Risk Identification & Mitigation - Monitor leading indicators such as product usage, support tickets, and billing friction - Intervene selectively on at-risk accounts with targeted outreach or escalation Expansion & Commercial Growth - Identify and execute expansion opportunities (seat growth, additional capabilities, multi-year terms) - Partner with Sales on higher-value expansion plays Cross-Functional Collaboration - Partner with Customer Success, Sales, and RevOps to align on renewals and improvements Operational Excellence - Track GRR, NRR, churn, and renewal rates - Improve automation and efficiency in renewal processes Required Skills & Qualifications: - 2&ndash;5 years in renewals, CS, AM, or sales in SaaS - Experience with high-volume accounts - Strong negotiation and communication skills - Familiarity with HubSpot or similar tools What We Offer: We don&rsquo;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 $110,000 - $135,000, with on-target earnings (OTE) ranging from $137,500 &ndash; $168,700, 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 &ndash; 401K Plan with 4% Company Match &ndash; Life and Disability Programs &ndash; Paid Parental Leave - Paid time off and Paid Holidays &ndash; Volunteer and Birthday Time off &ndash; Home Office Allowance Our Commitment: We believe in supporting our team members both personally and professionally. Named one of the USA&rsquo;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. #LI-REMOTE #LI-LC1

Title: Sr. Sales Engineer Location: New York, United States Job Description: Location: New York - Remote Who Are We? 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.  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 Sr. Sales Engineer serves as a technical resource in the sales process, providing deep cybersecurity expertise, conducting product demonstrations, and supporting proof-of-concept (POC) evaluations. This role collaborates closely with customers to design and implement solutions, ensuring Airlock Digital&rsquo;s platform aligns with their security requirements. Solutions Engineers act as subject matter experts, guiding both clients and internal teams on product capabilities, integration strategies, and future roadmap enhancements. A successful candidate will have strong technical acumen, hands-on experience in cybersecurity solutions, and the ability to translate complex security challenges into effective implementations. Key Responsibilities: - Technical Sales Support - Act as a technical expert and trusted advisor throughout the sales process, helping prospects and customers understand the value of Airlock Digital&rsquo;s solutions. - Work closely with account managers to identify customer needs, technical requirements, and potential opportunities. Product Demonstrations & Technical Engagement - Conduct product demonstrations, presentations, and technical discussions tailored to customer environments. - Clearly articulate the features, capabilities, and benefits of Airlock Digital&rsquo;s products. Proof-of-Concept (POC) Leadership - Lead the technical execution of proof-of-concept engagements from initial scoping through successful completion. - Define evaluation criteria and design POCs aligned with the customer&rsquo;s environment and success metrics. - Maintain regular engagement with prospects to ensure momentum and resolve technical challenges. Customer Discovery & Solution Alignment - Understand customer environments, security requirements, and operational challenges. - Align Airlock Digital&rsquo;s solutions to address specific business and security needs. - Implementation Support - Act as the interface between customers and internal teams during early implementation to support knowledge transfer. - Assist with deployment planning and integration support when needed. Cross-Functional Collaboration - Partner with Product, Support, and Customer Success teams to ensure successful customer adoption. - Provide feedback to product teams based on customer interactions, market trends, and competitive insights. Technical Documentation & RFP Support - Assist with RFP, RFI, and tender responses. - Maintain documentation related to POC progress, outcomes, and customer feedback. - - Proof-of-concept conversion rates - Customer satisfaction with technical engagements - Product adoption success - Deployment success rates - Sales team enablement effectiveness and contribution to overall win rates Industry Engagement - Represent Airlock Digital at customer briefings, partner engagements, and industry events when appropriate. Success Metrics Success in this role may be measured through: Required Skills & Qualifications: - 8+ years of experience in the technology industry, ideally in sales engineering, pre-sales engineering, or cybersecurity architecture roles. - Experience supporting endpoint security, application allowlisting, or related cybersecurity technologies. - Hands-on experience delivering technical product demonstrations, solution evaluations, and proof-of-concept (POC) engagements in enterprise environments. - Strong understanding of enterprise security architectures, Zero Trust security principles, and modern cybersecurity frameworks such as MITRE ATT&CK, NIST, or CIS. - Ability to translate complex security, infrastructure, and operational requirements into practical solution architectures and deployment strategies. - Experience working within enterprise IT environments including Active Directory, Windows administration, APIs, integrations, and cloud platforms. - Experience supporting complex enterprise sales cycles with multiple stakeholders including security, IT operations, and executive leadership. - Experience operating in a high-growth or fast-scaling cybersecurity company is highly desirable. - Strong analytical and problem-solving skills with a customer-first mindset and the ability to troubleshoot technical challenges. - Excellent verbal and written communication skills with the ability to present technical concepts clearly to both technical and executive audiences. - Ability to build trusted relationships and collaborate effectively across sales, product, engineering, and customer success teams. - Bachelor&rsquo;s degree in Computer Science, Cybersecurity, Engineering, or a related technical field, or equivalent practical experience. Preferred Qualifications: - POC conversion rates - Customer satisfaction with technical engagements - Product adoption success - Sales team enablement effectiveness &ndash; contribution to win rate. - Deployment success rates - Customer satisfaction scores What We Offer: We don&rsquo;t think money is everything, but we know it is an important part of your decision to apply for a role. This position has a OTE range of USD $208,000 to $260,000. 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 &ndash; 401K Plan with 4% Company Match &ndash; Life and Disability Programs &ndash; Paid Parental Leave - Paid time off and Paid Holidays &ndash; Volunteer and Birthday Time off &ndash; Home Office Allowance Our Commitment: We believe in supporting our team members both personally and professionally. Named one of the USA&rsquo;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. #LI-REMOTE #LI-JN1

Title: Senior Marketing Operations Manager Location: San Francisco, California Job Description: Location: San Francisco or Denver - Remote Who Are We? 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.  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&rsquo;re looking for a highly analytical and hands-on Senior Marketing Operations Manager to build and scale the engine behind our growth. This role is central to how we generate, measure, and accelerate pipeline -- owning everything from MQL frameworks to attribution modeling and end-to-end funnel reporting. As Senior Marketing Operations Manager, you will own and execute within HubSpot, building the system and shaping long-term direction to optimize for Airlock Digitals strategic advantage, ensuring every campaign, channel, and touchpoint is measurable, optimized, and directly tied to revenue outcomes. Key Responsibilities: - Design, implement, and continuously refine our MQL and lifecycle stage framework - Partner with Sales to ensure tight alignment on lead qualification, routing, and SLAs - Identify bottlenecks in the funnel and drive improvements that accelerate pipeline velocity - Work with RevOps and Finance to build and maintain multi-touch attribution models in HubSpot - Establish clear reporting on channel performance, campaign ROI, and revenue contribution - Move the organization beyond vanity metrics to pipeline and revenue-focused measurement &ndash; build a Marketing Operations system that scales with the business - Own the entire HubSpot instance, including architecture, data structure, workflows, and integrations - Build and optimize: - Lead scoring models - Lifecycle automation - Campaign tracking and UTM governance - Dashboards and reporting frameworks - Ensure data cleanliness, consistency, and scalability - Develop executive-level dashboards that provide clear visibility into: - Pipeline generation - Conversion rates across the funnel - Campaign and channel performance - Create a single source of truth for marketing and revenue data - Deliver actionable insights that influence budget allocation and strategy - Work closely with Marketing, Sales, and RevOps to align on definitions, processes, and reporting - Support campaign execution with proper tracking, segmentation, and measurement frameworks - Enable Marketing leadership with clear, data-backed recommendations - Own Marketing automation and campaign management to support email builds, website, and newsletters - Day to day support of lead list uploads Required Skills & Qualifications: - 7+ years in Marketing Operations, Revenue Operations, or similar roles in B2B SaaS or cybersecurity - Proven track record building MQL models, attribution frameworks, and pipeline reporting - Deep, hands-on experience with HubSpot as a primary CRM and marketing automation platform - You&rsquo;ve built systems from the ground up&mdash;not just maintained them - Strong understanding of full-funnel marketing and sales processes - Advanced knowledge of HubSpot workflows, reporting, and integrations - Comfortable working with data tools (e.g., Excel, BI tools) to extend HubSpot capabilities Bonus Points: - Highly detail-oriented with a strong bias for data accuracy and integrity - Equal parts strategic thinker and hands-on builder - Focused on outcomes&mdash;especially pipeline growth and revenue impact - Expertise in data modeling, segmentation, and reporting - Experience with multi-touch attribution and campaign measurement What We Offer: We don&rsquo;t think money is everything, but we know it is an important part of your decision to apply for a role. This position has a salary range of USD $123,000-$154,000. 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 &ndash; 401K Plan with 4% Company Match &ndash; Life and Disability Programs &ndash; Paid Parental Leave - Paid time off and Paid Holidays &ndash; Volunteer and Birthday Time off &ndash; Home Office Allowance Our Commitment: We believe in supporting our team members both personally and professionally. Named one of the USA&rsquo;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 #LI-REMOTE #LI-GP1

Title: Content Marketing Writer Location: Chicago, Illinois; Denver, Colorado ; San Francisco, California 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.  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 Content Marketing Writer is responsible for creating compelling, high-quality content that supports Airlock Digital&rsquo;s awareness, demand generation, and pipeline growth initiatives. This role transforms product marketing messaging into clear, engaging content across digital channels and campaign programs. Working closely with Product Marketing and Demand Generation, this individual will develop written content that supports webinars, events, email campaigns, thought leadership, and digital marketing initiatives. The ideal candidate is a strong storyteller who can balance technical accuracy with clear, market-facing language and deliver content aligned to business goals. Key Responsibilities: - Create buyer&rsquo;s journey content across awareness, consideration, and decision stages, including ebooks, infographics, whitepapers, solution guides, case studies, and educational long-form assets. - Develop thought leadership content that reflects Airlock Digital&rsquo;s strategic point of view and supports marketing initiatives. - Write and edit supporting content for webinars, events, blog articles, webpages, and email promotions aligned to established messaging frameworks. - Translate Product Marketing positioning and messaging into clear, engaging external content tailored to technical and business audiences. - Produce educational and informational content that helps prospects understand problems, approaches, and outcomes throughout the buying process. - Collaborate with Product Marketing and Demand Generation to ensure content aligns with target personas, buyer stages, and go-to-market priorities. - Apply SEO and digital content best practices. - Maintain consistent tone, voice, and quality across all written materials. Required Skills & Qualifications: - 5+ years of experience in B2B content writing, content marketing, or digital marketing &mdash; preferably within cybersecurity or enterprise software. - Proven ability to write clear, engaging copy for email campaigns, webinars, events, and demand generation programs. - Strong writing and editing skills with the ability to simplify technical concepts for diverse audiences. - Experience collaborating with Product Marketing and Demand Generation teams in a SaaS environment. - Understanding of cybersecurity industry concepts or willingness to learn quickly. - Highly organized, detail-oriented, and able to manage multiple deadlines in a fast-paced environment. What We Offer: We don&rsquo;t think money is everything, but we know it is an important part of your decision to apply for a role. This position has a salary range of USD $100,000 - $120,000. 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 &ndash; 401K Plan with 4% Company Match &ndash; Life and Disability Programs &ndash; Paid Parental Leave - Paid time off and Paid Holidays &ndash; Volunteer and Birthday Time off &ndash; Home Office Allowance