What are the responsibilities and job description for the Enterprise Account Executive-West position at 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.
Job Summary
The Enterprise Account Executive is a senior individual contributor responsible for driving net-new revenue and expanding existing commercial relationships for Pathlock’s SaaS platform and modules. This role requires a strong command of the GRC, ERP, security, and compliance landscape, with the ability to engage executives, identify business challenges, and position Pathlock as the strategic solution.
You will own a portfolio of named enterprise accounts—prospecting, qualifying, demonstrating value, and closing complex software deals while contributing to customer satisfaction, retention, and expansion.
Duties And Responsibilities
Sales Execution
Located in Denver, CO for hybrid role, but will consider remote work located in PST or MST time zones.
Travel Required
Up to 40%
Physical Requirements
150,000 - 300,000 USD per year(United States)
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.
Job Summary
The Enterprise Account Executive is a senior individual contributor responsible for driving net-new revenue and expanding existing commercial relationships for Pathlock’s SaaS platform and modules. This role requires a strong command of the GRC, ERP, security, and compliance landscape, with the ability to engage executives, identify business challenges, and position Pathlock as the strategic solution.
You will own a portfolio of named enterprise accounts—prospecting, qualifying, demonstrating value, and closing complex software deals while contributing to customer satisfaction, retention, and expansion.
Duties And Responsibilities
Sales Execution
- Drive full-cycle SaaS sales for net-new and existing enterprise customers.
- Identify, qualify, and close opportunities across the Pathlock platform, including access governance, identity lifecycle, risk management, audit automation, and segregation of duties.
- Lead executive-level conversations to build a value framework aligned to customer needs and transformation goals.
- Manage multiple complex sales cycles, including discovery, business case development, technical proof, negotiation, and close.
- Expand existing customer relationships through cross-sell and upsell opportunities.
- Partner with Customer Success, Implementation, and Product teams to ensure long-term account health and value realization.
- Maintain strong relationships with key stakeholders to influence renewals and long-term growth.
- Conduct thorough needs analysis to uncover business, technical, and compliance challenges.
- Position Pathlock’s differentiators and ROI using data-driven insights.
- Stay informed on industry trends, ERP landscapes, compliance mandates, and emerging risks.
- Build accurate sales forecasts and maintain clean CRM hygiene in Salesforce.
- Collaborate with marketing, solutions engineering, and product teams to support pipeline generation and customer engagement.
- Provide feedback on product features, competitive trends, and customer needs to inform strategy.
- Stay current on new Pathlock features, product updates, and GTM initiatives.
- Suggest innovative ideas to enhance the customer experience and strengthen our competitive positioning.
- Represent Pathlock at industry events, conferences, and customer roadshows as needed.
- Bachelor’s degree in Business, Marketing, Technology, or a related field preferred.
- 10 years of enterprise SaaS business development or account executive experience required.
- 10 years of experience selling GRC, ERP, security, compliance, IAM, or related solutions.
- Proven track record selling complex SaaS platforms with an average ACV north of $150k.
- Strong solution-selling experience with the ability to build business cases and articulate ROI.
- Executive presence with the ability to communicate complex concepts to C-Suite audiences.
- Strong negotiation skills with a focus on retaining value and driving mutually beneficial outcomes.
- Ability to manage multiple high-value opportunities simultaneously in a fast-paced environment.
- Collaborative mindset with the ability to partner cross-functionally.
- High level of ownership, initiative, and accountability.
Located in Denver, CO for hybrid role, but will consider remote work located in PST or MST time zones.
Travel Required
Up to 40%
Physical Requirements
- Prolonged periods sitting at a desk and working on a computer
- Type and communicate via commonly used office equipment including telephone and email
150,000 - 300,000 USD per year(United States)
Salary : $150,000 - $300,000