Role Description We are looking for a Specialty Account Executive to join our team and reporting to the RD - GTM, ZeroTrust Networking (ZTN). You will: - Become the 'go to' person for customers, partners and internal sales teams to increase within the Zero Trust Networking suite of products (Cloud/Branch Connector, AirGap, IoT) - Work with our domain expert solution engineer to gather requirements from customers, create compelling value propositions and close business working with primary account team - Build and implement an account-based strategy to land/expand the ZTNA portfolio - Work locally and remotely with the primary sales and sales leadership teams in a synergistic, complimentary manner as one Zscaler - Support relationship expansion with top existing partners for ZTNA Qualifications - 6+ years of full-cycle sales experience within software or security industry - Bachelor's degree or equivalent experience - Progressive selling experience engaging with accounts and selling at C-Level - Willingness to travel 10%-20% within the designated region Requirements - You have established relationships with current and prospective customers - You have experience selling SD-WAN and advanced networking solutions - Proficiency in strategic sales planning with experience closing net new logos - Experience meeting or achieving sales targets and using channel partnerships Benefits - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more!

• Identify and pursue new sales opportunities to expand SASMAR’s presence in North America. • Develop comprehensive sales strategies and tactical plans to achieve revenue targets. • Conduct sales presentations and product demonstrations to potential customers and partners. • Create and maintain strong relationships with existing clients to foster repeat business. • Monitor market trends and competitor activities to identify new opportunities for growth. • Collaborate with marketing and product development teams to align sales and promotional activities. • Prepare sales forecasts and reports to track progress and project future sales. • Represent SASMAR at industry events and trade shows to network and promote our products.

Role Description LRN is seeking an exceptional Enterprise Sales Executive to join our North America team. This role is designed for top-tier enterprise sellers, professionals who thrive in complex sales environments, consistently exceed expectations, and are motivated by competing at the highest level. Our team is intentionally small, highly collaborative, and built around high performers who take ownership of outcomes and deliver measurable results. The successful candidate will be responsible for driving new enterprise business across Fortune 2000 organizations, helping senior leaders strengthen their ethics, compliance, and culture initiatives through LRN’s Catalyst platform and advisory offerings. This role carries significant impact, visibility, and opportunity for those who want to build strategic relationships with C-level executives while delivering meaningful business results. - Own and deliver against an annual enterprise sales quota of $900K+ - Build, manage, and convert a strategic pipeline of Fortune 2000 opportunities - Lead the full enterprise sales cycle from qualification through negotiation and contract execution - Engage and influence C-level stakeholders, including General Counsel, Chief Ethics & Compliance Officers, and senior HR leaders - Develop trusted advisor relationships around emerging issues in ethics, compliance, culture, and risk management - Partner with Sales Development to drive proactive outbound prospecting and strategic account development - Lead complex deal orchestration involving legal, procurement, and executive stakeholders - Maintain accurate pipeline, forecasting, and opportunity management in Salesforce - Collaborate closely with marketing, product, onboarding, and delivery teams to ensure successful client outcomes Qualifications - 10+ years of enterprise B2B sales experience selling complex solutions - 5–8+ years selling SaaS or subscription-based platforms - Demonstrated success achieving $900K+ annual quotas within large enterprise environments (7,500+ employees) - Demonstrated success closing six-figure enterprise deals with multiple stakeholders - Strong executive presence and ability to engage senior leaders in meaningful business conversations - Deep expertise in consultative and solution-based selling - Experience managing long-cycle enterprise sales processes involving legal, procurement, and executive stakeholders - BA/BS degree or equivalent experience - Experience selling into Corporate Legal, Risk, Compliance, or HR leadership - Background in compliance, ethics, governance, risk, or HR technology platforms - Experience selling SaaS or subscription-based enterprise platforms - Advanced degree is a plus Requirements - Consistently perform in the top tier of their sales organizations - Comfortable operating in high-expectation, performance-driven environments - Take ownership of outcomes and approach challenges with resilience and creativity - Excel at building credibility with senior executives - Combine strategic thinking with disciplined execution - Disciplined pipeline management and forecasting using Salesforce - Highly motivated, competitive, and accountable mindset - Strong alignment with LRN’s values around ethics, integrity, and responsible business Benefits - Flexible PTO plus US public holidays and Sick Time - Medical, Dental and Vision Benefits - Excellent 401K with employer match - Life Insurance, short-term and long-term disability benefits - Health & Wellness reimbursements - Health Saving & Flexible spending account - Employee Assistance Plan

Role Description 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, with a primary focus on Software Composition Analysis (SCA) and open-source risk management. 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 SCA and 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: - 7–10+ years of 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. 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.