Location: Toronto, Ontario, Canada - Remote

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.

Key Responsibilities

Strategy & Market Growth

• Develop and implement effective sales strategies for the region, aligned with overall company objectives and revenue targets


• Identify target accounts, key customers, partners, and sales channels to maximize revenue growth and market penetration

Sales Execution

• Manage the full sales cycle, from prospecting through to on‑boarded customers


• Work closely with prospects and customers to understand their business needs and goals, advising on relevant product capabilities


• Qualify leads and work with the sales team to overcome obstacles to achieving sales goals


• Negotiate commercial terms with customers


• Ensure a seamless handover of current customers to Customer Success and Customer Support

Relationships & Representation

• Build and maintain strong relationships with key customers, strategic partners, and stakeholders in the region


• Attend conferences and industry events to promote Airlock Digital

Cross‑Functional Collaboration

• Collaborate across the business on messaging, pricing strategy, and business models to support revenue goals


• Provide insights and recommendations to Airlock Digital leadership on sales strategy and product enhancements

Reporting & Analysis

• Prepare regular sales reports, including revenue forecasts, pipelines, and performance metrics


• Analyze sales data to identify trends, opportunities, and areas for improvement

Required Skills & Qualifications

• 8+ years of technology sales experience, with a proven track record of consistently meeting or exceeding quota


• Must live within and have an established sales history/network in Canada (Toronto)


• Deep understanding of the cybersecurity industry, market landscape, and emerging trends


• Experience executing go‑to‑market strategies and managing complex, multi‑channel sales cycles


• Strong understanding of SaaS business models, sales cycles, and solution/value‑based selling methodologies


• Established relationships with and/or ability to network with business owners, CISOs, and technology leaders across organizations of all sizes


• Excellent verbal, written, and presentation communication skills, with the ability to build rapport and negotiate effectively at the executive level


• Skilled in pipeline management and forecasting, with proficiency in CRM tools (e.g., HubSpot)


• Proactive, self‑motivated, and results‑oriented, with a strong drive to exceed sales targets


• Bachelors degree or equivalent practical experience


• Willingness to travel as needed within the territory