Airlock Digital · 2 hours ago
VP, Americas Enterprise Sales
San Francisco, CA
Full-time
Hybrid
Director/Executive
$352K/yr - $440K/yr
10+ years expAirlock Digital is a global leader in application control and allowlisting, seeking to empower organizations against malware and ransomware. The VP, Americas Enterprise Sales will be responsible for revenue performance for Enterprise customers across the Americas, leading senior Enterprise Account Directors and collaborating with various teams to drive successful enterprise sales cycles.
Information TechnologySoftware
Responsibilities
Lead and develop the Americas Enterprise Sales Directors
Establish a high-performance, accountable sales culture aligned with Airlock Digital values (Respect, Integrity, Determination)
Coach teams on MEDDPICC, value-based selling, and complex deal execution
Define clear KPIs, inspection rhythms, enablement plans, and succession pathways for enterprise sellers
Own enterprise pipeline development, revenue performance, and forecasting accuracy across the Americas
Lead complex, multi-stakeholder enterprise sales cycles, including technical evaluations, POCs, and executive alignment
Drive disciplined account planning, Must-Win Plans, and executive engagement for strategic opportunities
Ensure consistent pipeline qualification, forecasting discipline, and CRM hygiene within HubSpot
Meet or exceed enterprise revenue targets and operational metrics
Lead weekly Americas Enterprise forecast calls in partnership with Sales Engineering and Channel counterparts
Run Quarterly Business Reviews (QBRs) focused on pipeline health, win/loss analysis, deal strategy, partner influence, and customer outcomes
Maintain strong forecast accuracy and inspection standards across all enterprise opportunities
Build and maintain executive-level relationships with CISOs, CIOs, procurement, and security leadership within enterprise accounts
Participate in strategic customer meetings, account reviews, and executive briefings
Partner with Customer Success and Technical Success to support onboarding, adoption, and long-term customer value
Surface market and customer insights to Product and Marketing to influence roadmap and positioning
Collaborate closely with Global Channel leadership on partner-assisted and partner-influenced enterprise opportunities
Align enterprise account strategy with VARs, system integrators, and government-focused partners
Support joint go-to-market motions, co-selling strategies, and regional enterprise events
Ensure enterprise teams effectively leverage Airlock Digital’s partner ecosystem to accelerate deal velocity
Partner with the VP, Sales Engineering to align SE coverage, prioritization, and technical win strategies for enterprise deals
Collaborate with Marketing on enterprise-focused events, campaigns, and thought leadership
Work cross-functionally with Finance, Operations, and Product to support a cohesive enterprise customer journey
Represent enterprise customer feedback internally to strengthen product innovation and go-to-market clarity
Qualification
Required
25–40% domestic travel across the Americas for customer meetings, team leadership, and events
Occasional international travel for global leadership and planning sessions
10–15+ years of experience in cybersecurity or SaaS sales, with 5+ years leading Enterprise sales teams
Experience leading Enterprise Sales Directors (individual contributors)
Deep understanding of enterprise cybersecurity solutions, including application control, endpoint security, and Zero Trust execution models
Strong command of MEDDPICC, enterprise negotiation, and value-based selling frameworks
Demonstrated ability to scale teams while maintaining execution discipline
Executive presence with credibility among technical, security, and business stakeholders
Proficiency with HubSpot and modern sales tooling (e.g., Gong, ZoomInfo, LinkedIn Sales Navigator)
Bachelor's degree or equivalent experience
Experience selling application control, allowlisting, or Zero Trust security solutions
Background in high-growth or scaling cybersecurity environments
Strong operational acumen in forecasting, territory design, quota setting, and sales compensation
Track record of building durable, scalable sales cultures
Benefits
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
Airlock Digital
Airlock Digital is a specialist application whitelisting software provider.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Jake Smyth
Director of North America/US Sales Founder
Recent News
Help Net Security
2024-11-08
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