Enterprise Account Executive-West

About Pathlock Inc.

Pathlock is one of the fastest-growing enterprise software companies in the Denver area, redefining Identity Governance and Administration (IGA) space with a modern, AI-first approach. Our platform enables the world’s leading organizations to manage and automate access controls, enforce security policies, and simplify compliance across business-critical applications. From user provisioning and access certification to audit readiness and segregation of duties, Pathlock delivers a comprehensive IGA solution designed for today’s complex IT environments. 

Job Summary:  

The Enterprise Account Executive is a senior individual contributor responsible for driving net-new revenue and expanding existing commercial relationships for Pathlock’s SaaS platform and modules. This role requires a strong command of the GRC, ERP, security, and compliance landscape, with the ability to engage executives, identify business challenges, and position Pathlock as the strategic solution.

You will own a portfolio of named enterprise accounts—prospecting, qualifying, demonstrating value, and closing complex software deals while contributing to customer satisfaction, retention, and expansion.

Duties and Responsibilities

Sales Execution

• Drive full-cycle SaaS sales for net-new and existing enterprise customers.
• Identify, qualify, and close opportunities across the Pathlock platform, including access governance, identity lifecycle, risk management, audit automation, and segregation of duties.
• Lead executive-level conversations to build a value framework aligned to customer needs and transformation goals.
• Manage multiple complex sales cycles, including discovery, business case development, technical proof, negotiation, and close.

Account Growth & Customer Engagement

• Expand existing customer relationships through cross-sell and upsell opportunities.
• Partner with Customer Success, Implementation, and Product teams to ensure long-term account health and value realization.
• Maintain strong relationships with key stakeholders to influence renewals and long-term growth.

Market Expertise & Value Communication

• Conduct thorough needs analysis to uncover business, technical, and compliance challenges.
• Position Pathlock’s differentiators and ROI using data-driven insights.
• Stay informed on industry trends, ERP landscapes, compliance mandates, and emerging risks.

Internal Collaboration & Reporting

• Build accurate sales forecasts and maintain clean CRM hygiene in Salesforce.
• Collaborate with marketing, solutions engineering, and product teams to support pipeline generation and customer engagement.
• Provide feedback on product features, competitive trends, and customer needs to inform strategy.

Continuous Improvement

• Stay current on new Pathlock features, product updates, and GTM initiatives.
• Suggest innovative ideas to enhance the customer experience and strengthen our competitive positioning.
• Represent Pathlock at industry events, conferences, and customer roadshows as needed.

Education & Experience

• Bachelor’s degree in Business, Marketing, Technology, or a related field preferred.
• 10+ years of enterprise SaaS business development or account executive experience required.

Required Skills & Abilities

• 10+ years of experience selling GRC, ERP, security, compliance, IAM, or related solutions.
• Proven track record selling complex SaaS platforms with an average ACV north of $150k.
• Strong solution-selling experience with the ability to build business cases and articulate ROI.
• Executive presence with the ability to communicate complex concepts to C-Suite audiences.
• Strong negotiation skills with a focus on retaining value and driving mutually beneficial outcomes.
• Ability to manage multiple high-value opportunities simultaneously in a fast-paced environment.
• Collaborative mindset with the ability to partner cross-functionally.
• High level of ownership, initiative, and accountability.

 Location:

Located in Denver, CO for hybrid role, but will consider remote work located in PST or MST time zones.

Travel Required:  

Up to 40% 

Physical Requirements: 

·         Prolonged periods sitting at a desk and working on a computer 

·         Type and communicate via commonly used office equipment including telephone and email