Pathlock
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. Key Responsibilities
Lead, mentor, and grow a high-performing global SDR team. Foster a culture of accountability, coaching, and continuous improvement. Own and optimize top-of-funnel KPIs: MQLs, SALs, dollar value of pipeline. Monitor and report on performance metrics: inbound vs outbound contribution, daily call and email activity. 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. 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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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. Key Responsibilities
Lead, mentor, and grow a high-performing global SDR team. Foster a culture of accountability, coaching, and continuous improvement. Own and optimize top-of-funnel KPIs: MQLs, SALs, dollar value of pipeline. Monitor and report on performance metrics: inbound vs outbound contribution, daily call and email activity. 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. 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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