Sales Development Representative

About Pathlock

Pathlock is a fast-growing leader in access orchestration and application security, helping enterprises automate controls across business applications, manage risk, and ensure compliance. Our platform serves some of the world's largest organizations running SAP, Oracle, and other critical ERP environments. We're scaling our GTM team and looking for sharp, hungry SDRs to grow with us.

The Role

In-Office, 4 days/week

This is a high-ownership outbound role. You'll be responsible for building pipeline from the ground up — researching accounts, running multi-channel outreach, and converting cold prospects into qualified conversations for our Account Executive team. You'll work closely with cross-functional team leads and stakeholders across sales, marketing, and revenue operations, with a clear path forward for strong performers.

If you're someone who learns fast, takes initiative without being told, and gets energized by the challenge of breaking into new accounts — this is the role for you.

What You'll Own

• Outbound Prospecting: Drive the full top-of-funnel motion — cold calling, email sequences, LinkedIn outreach, and account research — to generate qualified pipeline within your territory. This is your primary job.
• Pipeline Contribution: Convert outbound activity into high-value discovery calls for Account Executives, consistently meeting and exceeding monthly meeting and pipeline targets.
• Account Intelligence: Research target accounts and personas to craft personalized, relevant outreach — not spray-and-pray.
• CRM Hygiene: Keep Salesforce and HubSpot updated with accurate activity, contact data, and opportunity notes so nothing falls through the cracks.
• Feedback Loop: Surface patterns from prospect conversations — objections, competitive intel, product gaps — to help sharpen our messaging and GTM strategy.
• Event Support: Represent Pathlock at trade shows and field events as your product knowledge develops.

What We're Looking For

• Fast learner: You can pick up a complex technical domain (GRC, ERP security, access controls) and quickly translate it into clear, compelling prospect conversations. You don't need everything handed to you.
• Proactive by default: You don't wait to be told what to do. You find the accounts, build the list, make the calls.
• Resilient and coachable: You handle rejection without losing momentum and actively apply feedback to improve.
• Strong communicator: Clear, concise, and credible — in writing and on the phone.
• Tech-savvy: Comfortable learning new tools quickly and working within a modern sales tech stack (Salesforce, HubSpot, Outreach, ZoomInfo, LinkedIn Sales Navigator).
• Curious about business: You want to understand how your prospects' businesses work, not just recite a pitch.

Experience and Qualifications

• 1+ years in an outbound sales, SDR, or business development role preferred — but exceptional candidates with less experience will be considered
• Bachelor's degree preferred
• Familiarity with ERP systems (SAP, Oracle) or experience in audit, compliance, or cybersecurity is a strong plus
• Prior use of CRM and sales engagement tools is an advantage

Compensation and Benefits

• OTE: $65,000–$85,000
• Unlimited PTO
• Comprehensive benefits package (medical, dental, vision)
• In-office culture with 4 days/week in our Denver office

• Growth opportunities as you develop your skills and track record