Black Duck

• Own and maintain Black Duck's list pricing across all product lines • Define pricing tiers and document structures as authoritative reference • Drive annual and ad hoc pricing reviews, synthesizing inputs into pricing recommendations • Establish pricing governance processes to prevent unauthorized discounting • Partner with Product and Product Marketing to design and evolve packaging

• Define and own the operating model for the unified Technical Services organization. • Lead all phases of the customer technical journey: onboarding, implementation, adoption, value realization, and continuous advisory services. • Build and execute a scalable, repeatable delivery methodology across customer segments (SMB, Commercial, Enterprise, Strategic/Federal). • Establish clear role boundaries, handoff protocols, and engagement models between Technical Services, Customer Success, and Support. • Champion a "get the job done for our customers" mindset across the entire organization. • Ensure rapid, high-quality technical onboarding that accelerates time-to-value and drives long-term product adoption. • Oversee project management, regional services management, and program services functions responsible for implementation of Black Duck's AppSec platform. • Drive engineering-led delivery standards, solution architecture guidance, and integration best practices across CI/CD pipelines, cloud platforms, and developer tooling. • Lead the Technical Account Manager (TAM) function responsible for sustained product adoption, health management, and renewal readiness across the customer base. • Own adoption frameworks that translate product deployment into measurable business outcomes and security posture improvements. • Establish a rigorous, outcome-based services model that connects technical delivery to customer-defined business objectives.

• Lead solution architecture discussions and develop plans and steps to integrate Black Duck products into customer DevSecOps workflows • Analyze customer environments and requirements to design and propose the services required to best utilize Black Duck products for their needs • Identify the need for strategy consulting to help build out the customer’s AppSec program and compliance directives, and work with strategy consulting to scope the required services • Collaborate with services teams and sales leads, along with the product teams, to scope, document, and deliver customer solutions as warranted • Closely working with the implementation team to ensure the proposed solution is implemented as designed and adapting as required • Identify, document, and communicate best practices and bake into proposed solutions • Create and deliver compelling technical presentations and documentation tailored to various technical and business stakeholders • Provide technical consultation on static application security testing (SAST), software composition analysis (SCA), and dynamic application security testing (DAST) solutions • Learn new software development technologies and techniques to better understand how Black Duck products and/or services can be used. • Collaborate with product teams, and other functional groups, by providing customer feedback and ideas for how to improve Black Duck products and services. • Act as a mentor to others

• Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region • Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition • Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance • Recruit and onboard top sales talent as the organization grows • Set clear performance expectations and development plans for each member of your team • Own and deliver the regional new logo ARR target • Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline • Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC • Personally engage in strategic opportunities to help accelerate deal progression and improve close rates • Monitor performance against quota and implement corrective actions when needed • Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition • Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce • Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement • Partner with Revenue Operations to support reporting, territory management, and performance analytics • Translate go-to-market priorities into focused regional execution plans • Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion • Help refine account segmentation, prospecting strategies, and competitive positioning • Share market feedback and competitive intelligence to strengthen the new logo playbook • Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements • Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding • Work with Marketing and Business Development to optimize territory-level demand generation efforts

• 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. • 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. • 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. • 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. • 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.

• 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. • 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. • 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. • 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.

• Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region. • Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition. • Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance. • Recruit and onboard top sales talent as the organization grows. • Set clear performance expectations and development plans for each member of your team. • Own and deliver the regional new logo ARR target. • Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline. • Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC. • Personally engage in strategic opportunities to help accelerate deal progression and improve close rates. • Monitor performance against quota and implement corrective actions when needed. • Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition. • Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce. • Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement. • Partner with Revenue Operations to support reporting, territory management, and performance analytics. • Translate go-to-market priorities into focused regional execution plans. • Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion. • Help refine account segmentation, prospecting strategies, and competitive positioning. • Share market feedback and competitive intelligence to strengthen the new logo playbook. • Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements. • Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding. • Work with Marketing and Business Development to optimize territory-level demand generation efforts. • Serve as the voice of the field to internal stakeholders.

• Maintain and update candidate records in Greenhouse ATS. • Ensure data integrity and compliance with recruiting processes. • Generate reports and dashboards to support recruiter and hiring manager needs. • Act as the first point of contact for ATS-related issues, troubleshooting and escalating technical problems when necessary. • Coordinate recruiting activities across multiple regions and time zones. • Partner with recruiters, hiring managers, and HR colleagues worldwide to ensure smooth communication and alignment. • Adapt scheduling and processes to accommodate global hiring needs. • Partner with recruiters and hiring managers to schedule interviews across multiple time zones. • Communicate logistics to candidates and interviewers, ensuring a smooth experience. • Manage rescheduling and last-minute changes with professionalism. • Draft, review, and administer offer letters in collaboration with recruiters. • Ensure accuracy of compensation details, start dates, and compliance requirements. • Track offer acceptance and coordinate onboarding handoff. • Assist recruiters with candidate communication and interview scheduling. • Oversee and administer to Background Check Process. • Support employer branding initiatives and candidate engagement activities. • Contribute to process improvements that enhance efficiency and candidate experience. • Support reporting regimen by producing scheduled and Ad Hoc reports as necessary.

• Secure Development: Educate customers on Secure Development processes. Identify opportunities for improvement and help them get the most out of their operations. • Customer enablement: Provide formal client training to constant efforts driving self-sufficiency within your assigned accounts • Solution design: Engage with customers to understand their business needs and solve critical quality, security, and compliance problems. • Delivery: Work with the customer from Project initiation to completion with end-to-end ownership of the results. • Custom integrations: Develop custom solutions to integrate our tools into SDLC and DevOps workflows • Professional consulting: Be a trusted advisor to our customers, providing solution expertise in the domain of software testing and security.

• 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 • 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 • Stay current on trends in public sector cybersecurity, DevSecOps, and AppSec • Represent Black Duck at partner events, government technology forums, and security conferences • Act as a trusted advisor to partner engineering teams and technical leadership