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.

• Lead, coach, and develop a team of sellers across the Central region, setting a high bar for performance, pipeline discipline, and client relationships, and creating a culture people want to be part of. • Own regional revenue targets and be accountable for team-wide pipeline health, forecast accuracy, and attainment across agency holding companies and brand-direct accounts. • Drive audience-based and data-driven sales conversations, translating Life360’s first-party behavioral data into compelling proposals tied to client measurement goals. • Sell across the full Life360 Ads product suite: managed direct, programmatic/PMP, CTV, video (native video, vertical video, in-stream), and audience extension. • Partner with the Platform team to grow programmatic revenue and deepen DSP and trading desk relationships in your region. • Bring a measurement-first mindset to every pitch, connecting Life360’s audience signals to outcomes clients care about (brand lift, foot traffic, conversion, incrementality). • Develop and execute regional account plans with your sellers, maintaining pipeline hygiene and forecast accuracy in Salesforce. • Collaborate cross-functionally with Marketing, Product, and Ad Operations to bring new solutions to market and close complex deals. • Represent Life360 Ads at industry events, conferences, and client meetings as a face of the brand in your market.

• Directly sells enterprise security software solutions across the breadth of the company's products and drives incremental revenue with new customers, primarily through flexible and scalable licensing models. • This field sales role has primary accountability for the planning, prospecting, qualification, and closing of revenue on new business accounts across Kuwait. • Develops the post close relationship within newly won accounts during the initial months by partnering with internal stakeholders who are accountable for onboarding, accelerated adoption expansion, and drawdown of flexible licensing models. • Incumbents effectively collaborate with other teams, including Account Managers, Customer Success, Sales Engineering, Professional Services, Marketing, Channel / Alliances sales teams, Finance and Customer Support, as well as external parties such as Alliance and Channel Partners. • Prospects, identifies, qualifies, and closes new customer revenue within assigned accounts by building relationships with key decision makers, typically using flexible and scalable licensing models (e.g. Falcon Flex). • Develops and executes a comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of CrowdStrike's solutions to customer business requirements. • Coordinates with internal stakeholders during customer onboarding, accelerated adoption of products, expansion, and eventual transition of accounts after the initial months to expansion/renewal focused Account Managers. • Timely documentation within CRM/ Marketing software of customer contact and activity data is required of the role (e.g. names, titles, contact information, opportunity value, product information, sales stages, probability, business pain, firm-future commitments. • Accountable for accurate forecasting, regular quarterly revenue delivery, and the implementation of agreed account and business plans. • Promotes CrowdStrike's products, maximises brand recognition and mindshare at all levels and publicise success stories. • Provides customer feedback to internal stakeholders for product, systems, and process.

• Take charge in an outbound sales role, connecting with existing customers and introduce them to the amazing products and services we offer. • You'll be a true consultant, diving deep into each account, building lasting relationships, and gaining a deep understanding of customers' online business needs. • Develop strong, ongoing connections with existing customers, uncovering exciting upsell opportunities and addressing their ever-evolving needs. • Become an expert in our offerings, empowering customers by educating them on how our services can elevate their operations and help them achieve their business goals. • Deliver personalized solutions that perfectly match each customer’s unique challenges and aspirations.