Enterprise Account Executive

Job Summary

The Enterprise Account Executive is a senior individual contributor responsible for driving net-new revenue and expanding existing customer relationships for Pathlock’s unified identity security and access governance platform for SAP and enterprise applications. This role requires a strong command of the identity governance, application 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 driving 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 (IGA), application access controls, SoD and access risk, privileged access, continuous controls monitoring, and AI-driven identity security.
• Lead executive-level conversations to build a value framework aligned to customer risk, compliance, and transformation goals.
• Manage multiple complex sales cycles, including discovery, business case development, technical proof, negotiation, and close.

Account Growth & Customer Engagement

• 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.

Market Expertise & Value Communication

• Conduct thorough needs analysis to uncover business, technical, security, and compliance challenges.
• Position Pathlock’s differentiators and ROI using data-driven insights.
• Stay informed on industry trends, SAP and ERP landscapes, compliance mandates, and emerging identity risks.

Internal Collaboration & Reporting

• Build accurate sales forecasts and maintain clean CRM hygiene in Salesforce.
• Collaborate with marketing, solutions engineering, product, and systems integrator partners to support pipeline generation and customer engagement.
• Provide feedback on product features, competitive trends, and customer needs to inform strategy.

Continuous Improvement

• Stay current on new Pathlock capabilities, 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.

Education & Experience

• Bachelor’s degree in Business, Marketing, Technology, or a related field preferred.
• 10+ years of enterprise SaaS business development or account executive experience required.

Required Skills & Abilities

• 10+ years of experience selling identity governance (IGA), GRC, ERP security, IAM, compliance, 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.