Description
Location: Toronto, Ontario, Canada – Remote<br/><br/>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 organizations 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.<br/><br/>Key Responsibilities
Strategy & Market Growth<br/><br/>Develop and implement effective sales strategies for the region, aligned with overall company objectives and revenue targets<br/><br/>Identify target accounts, key customers, partners, and sales channels to maximize revenue growth and market penetration<br/><br/>Sales Execution<br/><br/>Manage the full sales cycle, from prospecting through to on‑boarded customers<br/><br/>Work closely with prospects and customers to understand their business needs and goals, advising on relevant product capabilities<br/><br/>Qualify leads and work with the sales team to overcome obstacles to achieving sales goals<br/><br/>Negotiate commercial terms with customers<br/><br/>Ensure a seamless handover of new customers to Customer Success and Customer Support<br/><br/>Relationships & Representation<br/><br/>Build and maintain strong relationships with key customers, strategic partners, and stakeholders in the region<br/><br/>Attend conferences and industry events to promote Airlock Digital<br/><br/>Cross‑Functional Collaboration<br/><br/>Collaborate across the business on messaging, pricing strategy, and business models to support revenue goals<br/><br/>Provide insights and recommendations to Airlock Digital leadership on sales strategy and product enhancements<br/><br/>Reporting & Analysis<br/><br/>Prepare regular sales reports, including revenue forecasts, pipelines, and performance metrics<br/><br/>Analyze sales data to identify trends, opportunities, and areas for improvement<br/><br/>Required Skills & Qualifications<br/><br/>8+ years of technology sales experience, with a proven track record of consistently meeting or exceeding quota<br/><br/>Must live within and have an established sales history/network in Canada (Toronto)<br/><br/>Deep understanding of the cybersecurity industry, market landscape, and emerging trends<br/><br/>Experience executing go‑to‑market strategies and managing complex, multi‑channel sales cycles<br/><br/>Strong understanding of SaaS business models, sales cycles, and solution/value‑based selling methodologies<br/><br/>Established relationships with and/or ability to network with business owners, CISOs, and technology leaders across organizations of all sizes<br/><br/>Excellent verbal, written, and presentation communication skills, with the ability to build rapport and negotiate effectively at the executive level<br/><br/>Skilled in pipeline management and forecasting, with proficiency in CRM tools (e.g., HubSpot)<br/><br/>Proactive, self‑motivated, and results‑oriented, with a strong drive to exceed sales targets<br/><br/>Bachelors degree or equivalent practical experience<br/><br/>Willingness to travel as needed within the territory<br/><br/>#J-18808-Ljbffr
