Black Duck Software

Lead Enterprise Account Executive (Central) IL, IN, IA, KS, MI, MN, MO, NE, ND, OH, SD, WI Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle. Senior Enterprise Account Executive Location: This is a remote role, covering the Central states. Candidates should currently reside within this territory. Black Duck helps organizations build secure, high‑quality software by minimizing risk and maximizing development speed. As a pioneer in application security, Black Duck delivers industry‑leading SAST, SCA, and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code, open‑source components, and application behavior. With powerful tools, services, and deep expertise, Black Duck enables organizations to secure the modern software supply chain and strengthen DevSecOps practices. Role Summary The Senior Enterprise Account Executive (Hunter) is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving net‑new revenue for Black Duck’s Application Security platform. This role is built for a high‑energy, high‑impact seller who excels at prospecting, competitive displacement, and closing complex enterprise deals. You will engage senior engineering, security, and DevOps leaders to position Black Duck as the strategic solution for modern software supply chain security. Core Responsibilities New Logo Acquisition & Revenue Growth: - Own the full new‑business sales cycle—from prospecting and qualification to technical evaluation, negotiation, and close. - Build and execute territory plans targeting high‑value enterprise prospects across industries. - Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligence. - Drive competitive takeouts and position Black Duck as the preferred AppSec platform. - Consistently achieve new‑logo ARR targets and pipeline creation goals. Executive Engagement & Value Selling: - Build multi‑threaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholders. - Lead executive‑level conversations around open‑source governance, SBOM strategy, and secure SDLC modernization. - Deliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gains. Sales Execution & Deal Leadership: - Run disciplined, high‑velocity sales cycles with strong qualification, forecasting accuracy, and CRM hygiene. - Partner with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussions. - Navigate complex procurement processes, legal reviews, and multi‑stakeholder decision cycles. - Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution. Market Expansion & Thought Leadership: - Represent Black Duck at industry events, conferences, and customer briefings. - Provide market feedback to Product and Marketing to influence roadmap and positioning. - Stay current on AppSec trends, regulatory pressures, and emerging software supply chain risks. Qualifications Required - Enterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains. - Proven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar ARR impact. - Strong understanding of Application Security, SCA, SBOM, and modern software supply chain challenges. - Ability to engage both technical and executive audiences with credibility and confidence. - Exceptional prospecting, negotiation, and strategic selling skills. Preferred - Experience selling SCA or AppSec platforms (e.g., Black Duck‑style solutions, Snyk, Veracode, Checkmarx, GitHub Advanced Security). - Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket). - Background selling into Fortune 500 or global enterprise organizations. Success Indicators - Consistent attainment of new‑logo ARR and pipeline generation targets. - Strong competitive win rates and successful displacement of incumbent solutions. - Rapid expansion of Black Duck’s footprint within target industries and territories. - High‑quality forecasting and disciplined sales execution. Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We're looking for a Principal Partner Sales Engineer (Enterprise Channel Sales Enablement) to work with a partner sales manager to grow channel sales on the east coast. You will be actively establishing and cultivating relationships and take the lead in partner technical enablement to empower them to go to market with Black Duck's product solutions. - Build and curate strong relationships with partners - Provide a white glove technical enablement experience to partners - Educate partners on: - Performing technical discovery - Discussion of value proposition of Black Duck solutions - Competitive Landscape - Collaborate with marketing team to develop enablement content. - Engage in thought leadership by delivering presentations at partner events, trade shows, and webinars. - Keep partners informed on: - Solution updates - Changing AppSec landscape - Help build synergies between sales teams and partners Qualifications - 10+ years of experience in Sales Engineering, solutions architecture, or technical sales - Application security experience or knowledge (AppSec or DevSecOps) - Prior experience in software development and DevOps - Candidates with channel partner contacts preferred - Strong knowledge of application security tools and concepts (SAST, SCA, DAST) - Ability to engage both highly technical audiences and executive-level stakeholders - Familiarity with common software development languages and ecosystems (C/C++, Java, .NET, scripting languages) - Experience with CI/CD pipelines, DevOps tooling, and modern SDLC workflows (i.e. GitHub, GitLab) - Excellent communication, presentation, and partner relationship-building skills - Strong problem-solving abilities with a consultative, partner-first mindset - Self-starter with the drive to independently build, grow relationships and act without detailed guidance. Requirements - Pay Range: $150,400 - $225,600 USD Company Description Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

Role Description As a key member of our Public Sector Partner Sales organization, the Sales Engineer, Partner (Public Sector) will drive the technical strategy, enablement, and success of our partner ecosystem—including resellers, systems integrators, and technology partners operating across federal, state, and local government markets. You will be the technical bridge between Black Duck and our partners: enabling their teams, supporting joint pursuits, guiding solution architecture, and ensuring partners can confidently represent and differentiate Black Duck solutions. This role is ideal for a technically strong, relationship-oriented, presales professional who thrives in a partner-driven environment. Key Responsibilities - Partner Enablement & Technical Strategy - Enable public sector partners to position, demo, and architect Black Duck solutions - Deliver technical training sessions, hands-on workshops, and solution certifications - Guide partners on best practices for AppSec integration in government environments - Collaborate with partner account managers to support joint territory planning - Solution Architecture & Technical Expertise - Communicate technical value and competitive differentiation across partner organizations - Provide architecture guidance related to SAST, SCA, DAST, DevSecOps, and CI/CD integration - Advise partners on addressing compliance requirements for federal, state, and local agencies - Industry & Ecosystem Engagement - Stay current on trends in public sector cybersecurity, DevSecOps, and AppSec in general - Represent Black Duck at partner events, government technology forums, and security conferences - Act as a trusted advisor to partner engineering teams and technical leadership Key Requirements - U.S. Citizenship required - 7+ years of experience in sales engineering, solutions architecture, or technical pre-sales, ideally with a focus on AppSec or DevSecOps - Located in Washington DC Metro area (ideally). Will consider remote for the right candidate, with regular travel. - Frequent travel to in person meeting, partner, and industry events - Proven experience working with public sector partners, resellers, or systems integrators - Experience supporting federal, state, or local government technology programs - Familiarity with public sector frameworks and standards (e.g., NIST 80053, 800171, FedRAMP, DISA STIGs) - Strong knowledge of application security tools and concepts (SAST, SCA, DAST) - Ability to engage both highly technical audiences and executive-level stakeholders - Familiarity with common software development languages and ecosystems (C/C++, Java, .NET, scripting languages) - Experience with CI/CD pipelines, DevOps tooling, and modern SDLC workflows (i.e. GitHub, GitLab) - Excellent communication, presentation, and partner relationship-building skills - Strong problem-solving abilities with a consultative, partner-first mindset - Self-starter with the drive to independently build, grow relationships and act without detailed guidance. Why This Role Matters This is an exciting opportunity to make a major impact by shaping how Black Duck engages the public sector partner ecosystem. You will influence strategy, elevate partner capabilities, and help scale AppSec excellence across some of the most important government-focused technology organizations. If you’re passionate about cybersecurity, thrive in collaborative partner environments, and want to play a strategic role in expanding Black Duck’s reach in public sector markets, we’d love to meet you. Pay Range $141,200 - $211,800 USD Equal Employment Opportunity Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.