{"schemaVersion":"jobsearcher.job.v1","id":"e33e8cabe5262aee57d98ace","url":"https://jobsearcher.com/jobs/e33e8cabe5262aee57d98ace","canonicalUrl":"https://jobsearcher.com/jobs/e33e8cabe5262aee57d98ace","title":"Sales Development Representative","description":"Sales Development RepresentativePathlock| Full-TimeAbout PathlockPathlock is a leading provider of identity security and governance for business-critical applications, serving 1,400+ enterprise customers worldwide across SAP, Oracle, Workday, and 140+ other platforms. We are growing our sales development team to support accelerating new-logo pipeline across North America and EMEA.About the RoleThe Sales Development Representative is responsible for generating qualified new-logo pipeline through strategic outbound prospecting and timely follow-up on inbound leads. This is a research-driven, account-focused role that requires deliberate prioritisation of accounts and contacts based on fit, intent, and timing. The SDR operates as the top of the funnel, converting market signals into qualified conversations for the Account Executive team.Key ResponsibilitiesManage a structured book of accounts and maintain systematic coverage across all assigned accounts, working at varying cadences based on signal strength and ICP fit.Conduct account research to identify trigger events, organisational changes, and buying signals before initiating outreach; personalise every touch to the account's context and likely area of urgency.Target the right personas within each account — ERP IT and governance stakeholders — and avoid spending cycles on contacts who do not own the relevant budget or decision.Respond to and follow up on all inbound leads and marketing-generated engagement the same day they are assigned; no engaged lead goes unworked.Execute re-engagement outreach on accounts identified by the Account Executive team as ready to re-approach, with full context review before making contact.Work through a backlog of unworked leads and contacts systematically: review each contact, assess fit, document the outcome in Salesforce, and enrol qualified contacts in the appropriate outreach sequence.Manage all active opportunities from initial qualification through to demo handoff, maintaining clear next steps, accurate stage data, and documented ownership at every stage.Log all calls, emails, and LinkedIn touches in Salesforce the day they occur; maintain clean, current records across the full pipeline.Participate in weekly pipeline reviews with a clear read on personal KPI progress, pipeline status, and what is working in outreach.What Success Looks LikeA consistent monthly cadence of qualified intro calls and demo calls delivered to the Account Executive team.A clean, fully documented Salesforce pipeline with no stale opportunities and no unlogged activity.Outreach that reflects genuine account research — contacts respond because the outreach is relevant to their situation, not because of volume.Requirements1 to 3 years of SDR, BDR, or outbound sales experience in B2B SaaS or enterprise software.Demonstrated ability to research accounts and personalise outreach based on company context, not just job title.Proficiency with Salesforce or equivalent CRM; disciplined about same-day logging.Strong written and verbal communication skills.Organised and process-driven; comfortable managing a large account list without losing track of next steps.Nice to HaveFamiliarity with SAP, Oracle, or ERP environments.Experience targeting finance, IT, or compliance personas at mid-market or enterprise companies.Experience with outbound sequencing platforms and intent data tools.ToolsSalesforce, ZoomInfo, LinkedIn Sales Navigator, outbound sequencing platform, and Pathlock's proprietary AI research tools (full training provided)..","company":"Pathlock","rawCompany":"pathlock","city":"Denver","state":"CO","isRemote":false,"isActive":false,"createdAt":"2026-06-07T11:37:30.724Z","occupations":[{"code":"41-3091.00","title":"Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel","slug":"sales-representatives-of-services-except-advertising-insurance-financial-services-and-travel"},{"code":"41-9099.00","title":"Sales and Related Workers, All Other","slug":"sales-and-related-workers-all-other"},{"code":"41-4012.00","title":"Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products","slug":"sales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products"}],"industries":[{"code":"541511","title":"Custom Computer Programming Services","slug":"custom-computer-programming-services"},{"code":"541512","title":"Computer Systems Design Services","slug":"computer-systems-design-services"},{"code":"513210","title":"Software Publishers","slug":"software-publishers"}],"jobPosting":{"@context":"https://schema.org","@type":"JobPosting","title":"Sales Development Representative","description":"Sales Development RepresentativePathlock| Full-TimeAbout PathlockPathlock is a leading provider of identity security and governance for business-critical applications, serving 1,400+ enterprise customers worldwide across SAP, Oracle, Workday, and 140+ other platforms. We are growing our sales development team to support accelerating new-logo pipeline across North America and EMEA.About the RoleThe Sales Development Representative is responsible for generating qualified new-logo pipeline through strategic outbound prospecting and timely follow-up on inbound leads. This is a research-driven, account-focused role that requires deliberate prioritisation of accounts and contacts based on fit, intent, and timing. The SDR operates as the top of the funnel, converting market signals into qualified conversations for the Account Executive team.Key ResponsibilitiesManage a structured book of accounts and maintain systematic coverage across all assigned accounts, working at varying cadences based on signal strength and ICP fit.Conduct account research to identify trigger events, organisational changes, and buying signals before initiating outreach; personalise every touch to the account's context and likely area of urgency.Target the right personas within each account — ERP IT and governance stakeholders — and avoid spending cycles on contacts who do not own the relevant budget or decision.Respond to and follow up on all inbound leads and marketing-generated engagement the same day they are assigned; no engaged lead goes unworked.Execute re-engagement outreach on accounts identified by the Account Executive team as ready to re-approach, with full context review before making contact.Work through a backlog of unworked leads and contacts systematically: review each contact, assess fit, document the outcome in Salesforce, and enrol qualified contacts in the appropriate outreach sequence.Manage all active opportunities from initial qualification through to demo handoff, maintaining clear next steps, accurate stage data, and documented ownership at every stage.Log all calls, emails, and LinkedIn touches in Salesforce the day they occur; maintain clean, current records across the full pipeline.Participate in weekly pipeline reviews with a clear read on personal KPI progress, pipeline status, and what is working in outreach.What Success Looks LikeA consistent monthly cadence of qualified intro calls and demo calls delivered to the Account Executive team.A clean, fully documented Salesforce pipeline with no stale opportunities and no unlogged activity.Outreach that reflects genuine account research — contacts respond because the outreach is relevant to their situation, not because of volume.Requirements1 to 3 years of SDR, BDR, or outbound sales experience in B2B SaaS or enterprise software.Demonstrated ability to research accounts and personalise outreach based on company context, not just job title.Proficiency with Salesforce or equivalent CRM; disciplined about same-day logging.Strong written and verbal communication skills.Organised and process-driven; comfortable managing a large account list without losing track of next steps.Nice to HaveFamiliarity with SAP, Oracle, or ERP environments.Experience targeting finance, IT, or compliance personas at mid-market or enterprise companies.Experience with outbound sequencing platforms and intent data tools.ToolsSalesforce, ZoomInfo, LinkedIn Sales Navigator, outbound sequencing platform, and Pathlock's proprietary AI research tools (full training provided)..","datePosted":"2026-06-07T11:37:30.724Z","dateModified":"2026-06-07T11:37:30.724Z","hiringOrganization":{"@type":"Organization","name":"Pathlock","sameAs":"https://jobsearcher.com"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Denver","addressRegion":"CO","addressCountry":"US"}},"identifier":{"@type":"PropertyValue","name":"JobSearcher","value":"e33e8cabe5262aee57d98ace"},"url":"https://jobsearcher.com/jobs/e33e8cabe5262aee57d98ace"}}