Strategic Accounts Manager

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. 

About Pathlock
Pathlock is the leading provider of access governance and application security solutions for enterprise systems, helping organizations manage risk, ensure compliance, and protect critical data. We enable enterprises to automate and enforce access controls across complex business applications like SAP, Oracle, Workday, and beyond — ensuring security and efficiency at scale.
Position Overview
Pathlock is seeking an accomplished Strategic Account Manager (SAM) to drive revenue growth by managing and expanding relationships with key enterprise accounts. This role requires a seasoned sales professional with deep experience in identity security, governance, risk & compliance (GRC), or SAP ecosystems, and a proven track record of executing strategic sales at the CIO, CFO, and CISO levels.
The ideal candidate will combine strategic thinking, consultative selling, and strong relationship management skills to execute multi-million-dollar deals that deliver value to both Pathlock and its customers.
Key Responsibilities
Own the full sales cycle for strategic enterprise accounts — from prospecting and qualification through close and renewal.
Develop and execute account plans focused on expansion and long-term customer value.
Build and maintain executive-level relationships (CIO, CFO, CISO, and senior IT/security leadership).
Collaborate cross-functionally with Sales Engineering, Marketing, Product, and Customer Success teams to deliver tailored solutions and drive customer success.
Consistently achieve or exceed assigned revenue and pipeline goals.
Leverage industry knowledge and business acumen to articulate Pathlock’s value in solving enterprise security and compliance challenges.
Accurately forecast opportunities using Salesforce and maintain high standards of CRM hygiene.
Represent Pathlock at key industry events and client engagements.
Qualifications
10+ years of enterprise software sales experience, with at least 5 years in identity security, GRC, or SAP-related solutions.
Proven success managing strategic and complex sales cycles with deal sizes ranging from $500K to $1M+.
Demonstrated ability to sell at the C-suite level — CIO, CFO, and CISO.