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)
Top Skills
What We Do
Pathlock brings simplicity to customers who are facing the security, risk, and compliance complexities of a digitally transformed organization. New applications, new threats, and new compliance requirements have outpaced disparate, legacy solutions. Pathlock provides a single platform to unify access governance, automate audit and compliance processes, and fortify application security. With Pathlock, some of the largest and most complex organizations in the world can confidently handle the security and compliance requirements in their core ERP and beyond.
Whether it’s minimizing risk exposure and improving threat detection, handling SoD with ease, or unlocking IAM process efficiencies – Pathlock provides the fastest path towards strengthening your ERP security & compliance posture
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