Business Development Representative - UK

About Pathlock

Pathlock is an emerging enterprise software firm based in the US, focusing on Identity Governance and Administration, access orchestration, and application security. Its AI-driven platform supports companies in automating access controls, enforcing security policies, managing risks, and simplifying compliance for vital business applications. Pathlock empowers organizations to bolster security, streamline governance, and ensure compliance across diverse application environments.

Role Overview

We seek a Business Development Representative (BDR) for the UK market to fuel new business opportunities by identifying prospects, generating qualified leads, and developing a robust sales pipeline. The role involves proactive outbound prospecting, handling inbound leads, and engaging decision-makers to understand their challenges and showcase how Pathlock's offerings address their needs. Collaboration with the Global Sales Development Director, Account Executives, and Marketing is essential for driving pipeline growth and overall sales success.

Key Responsibilities

• Research and identify prospective business opportunities and engage UK decision-makers.
• Conduct multichannel outbound outreach, including cold calls, emails, and LinkedIn, to create sales prospects.
• Evaluate inbound and outbound leads by assessing business requirements and compatibility with Pathlock solutions.
• Arrange high-quality discovery meetings for Account Executives, ensuring seamless transition of opportunities.
• Develop lasting relationships with prospects by understanding their priorities and effectively communicating Pathlock’s value.
• Collaborate with sales and marketing teams to execute targeted campaigns and nurture leads to increase conversion.
• Participate in webinars, industry events, and trade shows to uncover and engage potential clients.
• Consistently achieve and surpass targets related to prospecting, qualified meetings, and pipeline growth.
• Maintain detailed and accurate records of prospect interactions and updates within the CRM system.
• Provide insights on market trends, customer pain points, and competitor activities to refine sales strategies.
• Experiment and optimize outreach messaging, sequences, and prospecting tactics to boost engagement rates.
• Adhere to sales process discipline, engage in training programs, and contribute to reporting and ongoing improvements.

Required Skills and Abilities

• Outstanding English verbal and written communication skills for confident engagement with business stakeholders.
• Strong skills in prospecting, lead generation, and building business relationships.
• Solid knowledge of sales fundamentals such as lead qualification, objection handling, and follow-up approaches.
• Excellent research capabilities, multitasking, time management, and analytical thinking.
• A driven, curious, and results-focused attitude with a passion for learning and thriving in target-oriented roles.
• Ability to comprehend customer issues and convey business benefits clearly.
• Comfortable with cold outreach via calls, emails, LinkedIn, and other sales channels.
• Experienced or familiar with CRM platforms, sales engagement tools, dialers, and prospecting software.
• Effective teamwork skills to partner closely with sales and marketing in a dynamic, global setting.
• Adaptable, resilient, and open to learning new technologies and sales processes.
• Basic knowledge of ERP systems like SAP or Oracle is advantageous.
• Interest in cybersecurity, identity governance, application security, risk management, or audit is a plus.

Experience and Education

• Minimum education: high school diploma; bachelor’s degree preferred.
• Preferred: over 1 year’s experience in business development, sales development, lead generation, inside sales, or similar customer-facing roles.
• Experience with CRM, dialers, sales engagement, and prospecting tools favored.
• UK market experience increases advantage.
• Occasional travel within the UK for industry events and client meetings required.