Sales Development Representative

We believe that the current ERP, GRC, and IT security approach is broken and are on a mission to protect the digital enterprise by becoming a centralized hub for access orchestration!

In May of 2022, Pathlock announced a merger with Appsian, the leading provider of ERP data security solutions, and Security Weaver, the leading provider of governance, risk and compliance management (GRCM) software for SAP.

In addition. Pathlock more recently announced the acquisition of CSI Tools, a Belgium-based GRCM provider, and Germany-based SAST SOLUTIONS, a holistic solution provider for hardening SAP environments.

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.

Required Skills and Abilities :

• Exceptional Multi-tasking : Manage priorities and time efficiently in a fast-paced environment.
• Curiosity and Drive : Demonstrate a strong desire to understand customer challenges and continuously improve performance.
• Effective Communicator : Exhibit excellent interpersonal, verbal, and written communication skills.
• Tech-Savvy : Quickly learn and adapt to new software and utilize the go-to-market tech stack effectively.
• Collaborative Team Player : Thrive in a dynamic sales environment with a team-oriented mindset.
• Sales Acumen : Showcase strong objection handling skills and a solid understanding of sales processes.
• ERP Knowledge : Basic knowledge of ERPs like SAP or Oracle is a plus; experience with audit or cybersecurity is advantageous.
• Goal-Oriented : Display a high level of motivation to achieve and exceed targets.
• Adaptable : Excel in an evolving, dynamic environment with a proactive approach.

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.

Travel Required :

Potential attendance to trade shows and events once product knowledge is at sufficient level

The Interview Process :

• Initial interview with Director of Sales Development
• Second-round interview with applied prospecting assignment
• Third-party assessment
• Interview with CRO
• Team culture interview
• Final selection

Benefits :

• Competitive benefits package
• Friendly and collaborative work environment
• Hybrid working friendly policy
• Growth Opportunities
• Unlimited PTO time

Salary : $65-85K OTE

$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!