Location: Sydney, Australia - 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 Enterprise Sales Director is responsible for driving new business and managing existing customer relationships within an assigned region. This individual contributor role is customer-facing, quota-carrying, and focused on executing Airlock Digital’s go-to-market strategy in collaboration with partners and internal technical resources. You will be responsible for the full sales lifecycle – from identifying and qualifying opportunities, leading product demonstrations (with pre-sales support), through to commercial negotiation and handover to customer success. Key Responsibilities: Drive new business growth within the assigned territory by identifying, prospecting, and qualifying opportunities in a fast-paced, high-growth startup environment. Build and maintain strong relationships with key customers, strategic partners, and stakeholders while developing long-term trusted advisor relationships. Execute against sales targets and KPIs aligned with company goals while contributing to territory growth in a dynamic and evolving market. Understand customer business drivers, pain points, and cybersecurity maturity to effectively position Airlock Digital’s value proposition. Collaborate closely with internal pre-sales engineers to deliver product demonstrations, technical presentations, and proofs of concept that support the sales process. Engage with strategic partners, resellers, and the Airlock Digital Channel team to support indirect sales opportunities and expand market reach. Maintain accurate CRM records, including pipeline management, forecasting, and activity tracking to support sales visibility and planning. Stay current with cybersecurity market trends, competitor offerings, and relevant regulatory frameworks (e.g., Essential Eight, DISP). Manage the full sales cycle from prospecting through to closed deals and onboarding in a fast-moving startup sales environment. Negotiate commercial terms with customers while working within company guidelines and sales frameworks. Provide an orderly and seamless handover of new customers to Customer Success and Customer Support teams to ensure strong customer onboarding and retention. Represent Airlock Digital at conferences, industry events, and networking opportunities to build brand awareness and generate pipeline. Required Skills & Qualifications: 7–10 years of experience in technology sales, preferably within cybersecurity, SaaS, or enterprise software environments. Experience executing go-to-market strategies and managing sales cycles that may include direct and channel sales motions. Proven track record of achieving or exceeding sales targets in competitive and fast-paced environments. Strong communication, presentation, and storytelling skills with the ability to engage both technical and business stakeholders. Solid understanding of the cybersecurity industry, market landscape, and emerging trends. Ability to build relationships and network with business leaders, technology stakeholders, and partners across organizations of varying sizes. Experience managing sales opportunities from discovery through close in a structured sales process. Excellent interpersonal and relationship-building skills, with the ability to influence stakeholders and negotiate effectively. Comfortable operating in a high-growth, fast-paced scale-up environment where adaptability, ownership, and initiative are key to success. 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, 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. 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. LI-REMOTE LI-SS1