Business Development Manager (NSW & New Zealand)
Airlock Digital
Melbourne, Victoria, Australia
Sales / Marketing, Business Development
Location: Melbourne, 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 Business Development Manager is responsible for driving new business growth within the sub-1000 endpoint segment across NSW and the entire territory of New Zealand. This is a quota-carrying, partner-first sales role focused on executing Airlock Digital’s go-to-market strategy through channel partners and resellers.
This role is well-suited to a developing sales professional with strong foundational sales skills who is looking to grow within a structured, partner-led environment. You will work closely with channel partners, internal pre-sales engineers, and marketing to identify, qualify, and progress opportunities through to close.
You will be responsible for managing a partner-influenced sales cycle – from opportunity identification and qualification, through partner coordination, deal progression, and commercial close.
Key Responsibilities
Drive new business growth within the mid-market segment (<1000 endpoints) across NSW and New Zealand.Build and develop strong relationships with channel partners, resellers, and key stakeholders to generate and progress pipeline.Execute a partner-first sales motion, enabling and supporting partners to identify, position, and close opportunities.Collaborate with internal pre-sales engineers and partners to deliver product demonstrations and proofs of concept.Maintain a healthy pipeline through consistent prospecting, partner engagement, and marketing follow-up.Execute against defined sales targets and KPIs aligned with company growth objectives.Understand customer requirements, business drivers, and cybersecurity maturity to effectively position Airlock Digital’s value proposition.Maintain accurate CRM records, including pipeline management, forecasting, and activity tracking.Stay current with cybersecurity trends, competitor landscape, and relevant frameworks (e.g. Essential Eight, NZISM where relevant).Support partner enablement activities, including training, joint account planning, and co-selling initiatives.Manage deal progression and commercial discussions in collaboration with partners.Ensure smooth transition of new customers to Customer Success and Support teams post-sale.Represent Airlock Digital at relevant industry and partner events.
Required Skills & Qualifications
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, Hybrid or 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.
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 Business Development Manager is responsible for driving new business growth within the sub-1000 endpoint segment across NSW and the entire territory of New Zealand. This is a quota-carrying, partner-first sales role focused on executing Airlock Digital’s go-to-market strategy through channel partners and resellers.
This role is well-suited to a developing sales professional with strong foundational sales skills who is looking to grow within a structured, partner-led environment. You will work closely with channel partners, internal pre-sales engineers, and marketing to identify, qualify, and progress opportunities through to close.
You will be responsible for managing a partner-influenced sales cycle – from opportunity identification and qualification, through partner coordination, deal progression, and commercial close.
Key Responsibilities
Drive new business growth within the mid-market segment (<1000 endpoints) across NSW and New Zealand.Build and develop strong relationships with channel partners, resellers, and key stakeholders to generate and progress pipeline.Execute a partner-first sales motion, enabling and supporting partners to identify, position, and close opportunities.Collaborate with internal pre-sales engineers and partners to deliver product demonstrations and proofs of concept.Maintain a healthy pipeline through consistent prospecting, partner engagement, and marketing follow-up.Execute against defined sales targets and KPIs aligned with company growth objectives.Understand customer requirements, business drivers, and cybersecurity maturity to effectively position Airlock Digital’s value proposition.Maintain accurate CRM records, including pipeline management, forecasting, and activity tracking.Stay current with cybersecurity trends, competitor landscape, and relevant frameworks (e.g. Essential Eight, NZISM where relevant).Support partner enablement activities, including training, joint account planning, and co-selling initiatives.Manage deal progression and commercial discussions in collaboration with partners.Ensure smooth transition of new customers to Customer Success and Support teams post-sale.Represent Airlock Digital at relevant industry and partner events.
Required Skills & Qualifications
- 3–4 years’ experience in technology or cybersecurity sales (or related field).
- Experience working with or through channel partners, resellers, or distributors (preferred).
- Demonstrated ability to meet or exceed sales targets in a transactional or mid-market environment.
- Strong communication, presentation, and interpersonal skills.
- Ability to build relationships with partners and end customers.
- Basic understanding of cybersecurity concepts, market dynamics, and buyer personas.
- Organised and disciplined approach to pipeline management and CRM hygiene.
- Ability to manage multiple opportunities simultaneously in a fast-paced environment.
- Commercial acumen and developing negotiation skills.
- Self-motivated with a strong desire to learn and progress within a sales career.
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, Hybrid or 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.
About the company
Company website•Computer and Network Security
Airlock Digital is the global leader in application control and allowlisting, trusted by organizations worldwide to protect against ransomware, malware and other cyber threats. Our deny by default solution enables customers to run only the applications and files they trust, with all others blocked from executing. This approach minimizes attack surfaces and helps organizations align their cybersecurity strategies with government frameworks and standards.
Serving customers globally, Airlock Digital supports a broad spectrum of industries, including financial services, healthcare, manufacturing and government. We protect legacy systems and the latest versions of the Windows, macOS and Linux operating systems, enabling us to secure modern environments as well as older technologies. Our scalable, simple-to-implement solution forms a key pillar of cybersecurity strategies, delivering robust protection to organizations of all sizes.