Business Development Representative - UK

About Pathlock

Pathlock is a fast-growing enterprise software company based in the United States, specializing in Identity Governance and Administration (IGA), access orchestration, and application security. Our AI-first platform helps organizations automate access controls, enforce security policies, manage risk, and simplify compliance across business-critical applications.

Pathlock enables enterprises to strengthen security, streamline governance, and maintain compliance across their application ecosystems.

Role Overview

Are you passionate about business development, engaging with customers, and creating new sales opportunities? As a Business Development Representative (BDR) - UK at Pathlock, you will play a key role in driving new business growth by identifying prospective customers, generating qualified leads, and building a strong sales pipeline across the UK market.

You will be responsible for proactive outbound prospecting, qualifying inbound leads, and engaging with key decision-makers to understand their business challenges and introduce them to Pathlock’s solutions. Working closely with the Director of Global Sales Development, Account Executives, and the Marketing team, you will contribute to pipeline generation and the overall success of the sales organization.

Key Responsibilities

• Identify New Business Opportunities: Research target accounts, identify potential customers, and engage key decision-makers across the UK market.
• Outbound Prospecting: Execute multichannel outreach through cold calls, emails, LinkedIn, and other prospecting tools to generate new business opportunities.
• Lead Qualification: Qualify inbound leads and outbound prospects by understanding their business needs, challenges, and potential fit for Pathlock’s solutions.
• Generate Qualified Meetings: Schedule high-quality discovery meetings for Account Executives and ensure a smooth handover of qualified opportunities.
• Build and Maintain Relationships: Establish meaningful connections with prospects, understand their priorities, and communicate the value of Pathlock’s solutions.
• Collaborate Across Teams: Partner with Account Executives and Marketing to execute targeted campaigns, nurture leads, and improve conversion rates.
• Support Demand Generation: Participate in webinars, industry events, trade shows, and other marketing initiatives to identify and engage potential customers.
• Achieve Sales Targets: Consistently meet and exceed targets for prospecting activity, qualified meetings, and pipeline generation.
• Maintain CRM Accuracy: Keep prospect information, outreach activities, lead status, and follow-up actions updated in the CRM system.
• Provide Market Insights: Share feedback on prospect responses, market trends, customer pain points, and competitive activity to improve sales strategies.
• Optimize Sales Outreach: Experiment with messaging, outreach sequences, and prospecting approaches to improve engagement and conversion rates.
• Follow Sales Processes: Maintain operational discipline, participate in training, and contribute to reporting and continuous improvement initiatives.

Required Skills and Abilities

• Excellent verbal and written communication skills in English, with the ability to engage confidently with business stakeholders.
• Strong prospecting, lead generation, and relationship-building skills.
• Good understanding of sales fundamentals, including lead qualification, objection handling, and follow-up strategies.
• Strong research, analytical, multitasking, and time-management skills.
• A proactive, curious, and results-oriented mindset, with a strong desire to learn and succeed in a target-driven environment.
• Ability to understand customer challenges and communicate business value effectively.
• Comfortable with cold calling, email outreach, LinkedIn prospecting, and other outbound sales activities.
• Familiarity with CRM systems, sales engagement platforms, dialers, and prospecting tools.
• Ability to collaborate effectively with sales and marketing teams in a fast-paced, global environment.
• Adaptability, resilience, and willingness to learn new technologies and sales methodologies.
• Basic knowledge of ERP systems such as SAP or Oracle is an advantage.
• An interest in cybersecurity, identity governance, application security, risk management, or audit is a plus.

Experience and Education

• Education: High school diploma required; a bachelor’s degree is preferred.
• Experience: 1+ years of experience in business development, sales development, lead generation, inside sales, or a similar customer-facing role is preferred.
• Tools: Experience using CRM systems, dialers, sales engagement platforms, and prospecting tools is preferred.
• Market Focus: Experience prospecting or engaging customers in the UK market is an advantage.
• Travel: Occasional travel within the UK for industry events, trade shows, and customer meetings may be required.