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.
POSITION SUMMARY:
We are seeking a dynamic and results-driven Director of Business Development to lead and manage our global team of Sales Development Representatives (SDRs). This role is a key member of the revenue organization, responsible for driving top-of-funnel pipeline growth through strategic leadership of both inbound and outbound prospecting efforts.
The ideal candidate has a proven track record of building, scaling, and optimizing SDR teams, with a strong emphasis on performance metrics such as MQLs (Marketing Qualified Leads), SALs (Sales Accepted Leads), and pipeline generation. This is an onsite position based in our Denver office, requiring in-office presence five days a week.
KEY REPONSIBILITY:
Team Leadership & Management
- Lead, mentor, and grow a high-performing global SDR team.
- Foster a culture of accountability, coaching, and continuous improvement.
Pipeline Development & KPI Management
- Own and optimize top-of-funnel KPIs:
- Number of MQLs (completed intro calls)
- Number of SALs (completed demos)
- Dollar value of sales pipeline generated
- Monitor and report on additional performance metrics including:
- MQL/SAL contribution by inbound vs. outbound efforts
- Daily call and E-Mail activity levels for each SDR
Strategy & Process Optimization
- Develop scalable outbound and inbound sales development strategies.
- Work cross-functionally with marketing and sales leadership to align on lead quality, targeting, and hand-off processes.
- Implement tools, workflows, and cadences to optimize SDR productivity and engagement.
Hiring & Onboarding
- Recruit and onboard new SDRs, ensuring rapid ramp-up and high productivity.
- Implement training programs and resources to develop SDR skills and knowledge.
Qualifications
- 3-5 years of experience in sales development or business development roles, with at least 2 years in a leadership or director-level capacity.
- Proven ability to manage SDR teams focused on both inbound and outbound pipeline generation.
- Deep understanding of sales development KPIs and performance management.
- Experience working with CRM and sales engagement tools (e.g., Salesforce, Outreach, Salesloft, HubSpot).
- Strong communication, coaching, and organizational skills.
- Strategic mindset with a bias for action and results.
Salary Range: $150,000-190,000 OTE
Location: Denver, CO (Hybrid-4 days in office, Full-Time)
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