Pathlock · 3 weeks ago
Enterprise Account Executive-West
Denver, CO
Full-time
Onsite
Senior Level, Lead/Staff
$150K/yr - $300K/yr
10+ years expPathlock Inc. is one of the fastest-growing enterprise software companies in the Denver area, specializing in Identity Governance and Administration (IGA) with a modern, AI-first approach. The Enterprise Account Executive is responsible for driving net-new revenue and expanding existing commercial relationships for Pathlock’s SaaS platform, engaging executives, and positioning Pathlock as a strategic solution while managing a portfolio of named enterprise accounts.
Enterprise SoftwareGovernmentInformation TechnologyRisk ManagementSoftware
Responsibilities
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
Qualification
Required
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
Preferred
Bachelor's degree in Business, Marketing, Technology, or a related field preferred
Company
Pathlock
Pathlock is the Market Leader in Identity and Application Access Governance
501-1000 employees
H1B Sponsorship
Pathlock has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2024 (1)
2023 (1)
Funding
Current Stage
Late StageTotal Funding
$220MKey Investors
Vertica Capital PartnersStorm Ventures
2022-05-17Series Unknown· $200M
2021-03-10Series Unknown· $20M
2011-08-08Series A
Leadership Team
Anand Adya
Founder and CEO
Jonathan Hildrey
Chief Financial Officer
Recent News
2025-10-16
The Hacker News
2025-09-12
Company data provided by crunchbase