Sales Development Representative

Pathlock is a leading provider of identity security and governance for business-critical applications, serving a wide range of enterprise customers. The Sales Development Representative is responsible for generating qualified new-logo pipeline through strategic outbound prospecting and timely follow-up on inbound leads, operating as the top of the funnel for the Account Executive team.

Responsibilities:

• Manage 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

Requirements:

• 1 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
• Familiarity 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