Sales Development Representative

Pathlock is a leader in access orchestration and application security, providing comprehensive solutions to help organizations automate controls across business applications and manage risk efficiently. Our platform enables companies to seamlessly enforce access, process, and security controls, ensuring compliance and data security.

Are you passionate about driving sales and building valuable relationships? As a Sales Development Representative (SDR) at Pathlock, you ll play a pivotal role in our sales strategy, focusing on lead qualification, prospecting new business, and generating a high-impact pipeline within your territory. Collaborate with the Director of Global Sales Development and a dynamic team to refine and implement best practices that will shape our growth.

Key Responsibilities:

• Engage and Inspire: Reach out to leads and prospective accounts, establishing strong relationships and setting the stage for impactful meetings and opportunities for our sales team.
• Drive Results: Partner with sales and marketing to convert qualified leads into high-value discovery calls with Account Executives, ensuring our pipeline remains robust and productive.
• Achieve and Excel: Monitor and surpass meeting and pipeline targets, demonstrating your ability to drive significant sales outcomes.
• Track and Innovate: Accurately track and report on sales metrics including LinkedIn engagement, calls, and emails, while using market feedback to fuel ideas for new features or products.
• Customer-Centric: Engage with customers and prospects to understand their business challenges and position Pathlock Solutions and Services as the solution, supported by compelling ROI and business case development.
• Champion Demand Generation: Participate in high-impact marketing events, contribute to content and collateral development, and engage in user group activities to drive brand visibility and lead generation.
• Build Trust: Become a valued resource for both internal and external contacts, showcasing your expertise and reliability.
• CRM Mastery: Leverage CRM tools to document activities, forecast opportunities accurately, and ensure comprehensive communication of prospect information.
• Proactive Problem-Solving: Identify and escalate issues and concerns as needed to ensure smooth operations.
• Adherence to Excellence: Comply with company policies and contribute to additional duties such as commission claims and team training.

Skills & Traits Required:

Non-Negotiables

• Strong drive & work ethic: takes initiative, competes, puts in extra effort without prompting
• Coachability: takes feedback, learns fast, improves quickly
• Goal orientation: embraces accountability and quota culture
• Grit & realism: understands SDR is hard work, not just a startup badge

Nice-to-Have Skills

• Prior exposure to Salesforce, Outreach, Sales Navigator, ZoomInfo, Qualified
• Familiarity with managing top-of-funnel pipeline
• Experience writing custom outbound messaging (not just templated)

Performance Expectations:

• KPIs
• Daily: 80+ outbound calls
• Monthly:
• 5 completed intro calls (40% of variable comp)
• 3 demos set from those calls (60% of variable comp)
• Emails: not heavily tracked; mostly automated, but custom follow-up valued
• Ramp-Up Plan
• 2-month grace period before full quota expectations begin

Experience and Education:

• Education: High school diploma required; Bachelor s degree preferred.
• Tool Knowledge: Preferred experience with a dialer, CRM, and prospecting tools.
• Experience: 1+ years of experience in business development or sales is preferred.

Salary:

$65-85K OTE

Join us at Pathlock and become a key player in driving our sales success. If you re ready to bring your passion and expertise to a dynamic team, we want to hear from you!