Enterprise Account Executive-West

Enterprise Account Executive – West

Pathlock Inc. is one of the fastest‑growing enterprise software companies in the Denver area, redefining Identity Governance and Administration (IGA) with a modern, AI‑first approach. Our platform enables leading organizations to manage and automate access controls, enforce security policies, and simplify compliance across business‑critical applications. From user provisioning to audit readiness, Pathlock delivers a comprehensive IGA solution for today’s complex IT environments.

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. The 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.

• 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 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 focused 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 a hybrid role; remote work will be considered for candidates in PST or MST time zones.

Up to 40%

• Prolonged periods sitting at a desk and working on a computer.
• Type and communicate via commonly used office equipment including telephone and email.

150, USD per year (United States)

• Seniority Level: Mid‑Senior level
• Employment Type: Full‑time
• Job Function: Sales and Business Development
• Industry: Software Development