Customer Growth Representative (Expansion SDR)

Customer Growth Representative (Expansion SDR)

Pathlock — Denver, Colorado (Hybrid | 4 Days In-Office)

Pathlock is a leader in application security, access governance, and compliance automation, helping enterprises secure critical business applications including SAP, Oracle, Workday, and other ERP platforms. Our platform enables organizations to automate controls, reduce risk, and strengthen compliance across complex enterprise environments. Trusted by some of the world’s largest enterprises, Pathlock is rapidly scaling its commercial organization to support continued customer growth and expansion.

The Opportunity

This is not a traditional SDR role.

We are seeking a highly relationship-oriented Customer Growth Representative to help deepen engagement within our existing customer base and identify expansion opportunities across Pathlock’s product suite.

As a Customer Growth Representative (Expansion SDR) at Pathlock, you’ll sit at the intersection of Customer Success and Sales — partnering closely with Customer Success Managers (CSMs) and Account Executives to drive growth within our existing enterprise customer base.

Your focus will be building trusted customer relationships, identifying expansion opportunities, and generating qualified upsell and cross-sell pipeline across Pathlock’s security and compliance platform.

We’re seeking relationship-driven professionals who can build trusted customer partnerships, identify expansion opportunities through strategic engagement, and translate customer insights into measurable revenue growth.

This role is ideal for:

• Experienced SDRs with enterprise SaaS exposure
• Customer Success professionals looking to move into a more commercial role
• Account-focused professionals who thrive in relationship-driven selling environments

You’ll gain exposure to strategic enterprise accounts, collaborate directly with senior commercial leadership, and play a key role in accelerating customer growth at a rapidly scaling cybersecurity company.

What You’ll Own

Customer Growth & Expansion Pipeline : Drive expansion revenue within existing customer accounts by identifying upsell, cross-sell, adoption, and new use-case opportunities across Pathlock’s platform.

Strategic Customer Engagement :Partner closely with Customer Success Managers to engage customers through calls, email, LinkedIn, webinars, QBR follow-ups, product engagement campaigns, and executive outreach initiatives.

Revenue Generation Initiatives : Generate qualified pipeline through:

• customer lifecycle outreach,
• product adoption campaigns,
• renewal engagement,
• webinar and event follow-ups,
• customer referrals,
• dormant account reactivation,
• and expansion-focused outbound sequences.

Buying Signals & Account Intelligence : Leverage customer engagement, product adoption trends, renewal timelines, support activity, organizational changes, and stakeholder interactions to identify expansion opportunities and prioritize strategic outreach.

Proactively uncover signals tied to:

• new compliance initiatives,
• security transformation projects,
• ERP modernization,
• user growth,
• audit findings,
• or evolving governance requirements.

Use data and account insights to engage customers with relevant business conversations that drive expansion pipeline and long-term account growth.

Cross-Functional Collaboration : Work closely with Customer Success, Sales, Marketing, and Product teams to align customer engagement strategies and accelerate account growth.

CRM & Sales Execution : Maintain disciplined account engagement and pipeline management across Salesforce, HubSpot, Outreach, Gong, LinkedIn Sales Navigator, and ZoomInfo.

Engagement & Pipeline Execution : Track customer interactions, buying signals, opportunity progression, and follow-up activities with accuracy and consistency to ensure strong pipeline visibility and execution.

Partner closely with Customer Success and Sales teams to coordinate outreach strategies, customer engagement plans, and expansion opportunities across the customer lifecycle.

What We’re Looking For

• Relationship-Oriented Communicator :You build trust naturally, communicate confidently, and know how to maintain long-term customer relationships in enterprise environments.
• Commercially Curious :You ask thoughtful questions, understand customer business challenges, and can connect those challenges to meaningful expansion opportunities.
• Customer Success Mindset : You care deeply about customer outcomes and understand that long-term customer value drives retention and growth.
• Consultative Approach: You can engage professionally with enterprise stakeholders and position yourself as a trusted advisor rather than a transactional salesperson.
• Organized & Self-Motivated : You can manage multiple customer conversations, follow-up cadences, and account priorities with strong attention to detail.
• Fast Learner : You are excited to learn enterprise cybersecurity, governance, risk, compliance, and ERP security concepts in order to engage credibly with customers.

Preferred Experience & Qualifications

• 2-6 years of experience in SDR, Business Development, Account Management, Renewals, or customer-facing SaaS sales roles
• Great to Have Experience in Customer Success role.
• Experience working with existing customer accounts and expansion motions strongly preferred
• Candidates with Customer Success experience looking to transition into a more commercially focused role are strongly encouraged to apply
• Experience in enterprise SaaS environments preferred
• Familiarity with cybersecurity, governance/risk/compliance (GRC), identity governance, audit, or ERP ecosystems is a strong plus
• Exposure to SAP, Oracle, Workday, or enterprise application environments is advantageous
• Bachelor’s degree preferred

Why Join Pathlock?

At Pathlock, you’ll work with some of the world’s largest enterprises solving complex security and compliance challenges across mission-critical systems.

This role offers a unique opportunity to:

• work directly with enterprise customers,
• collaborate closely with Customer Success and Sales leadership,
• develop consultative commercial skills,
• and grow into strategic account management or enterprise sales roles over time.

If you enjoy building relationships, uncovering business opportunities, and helping customers grow with technology they trust, we’d love to hear from you.