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.

Role Description Elastic, the Search AI company, is looking for a high-energy Public Sector Account Executive to drive net-new revenue and expansion within key strategic government departments. You’ll be the owner of a defined territory where you’ll build your own pipeline, tell the Elastic Search AI story, and close complex, multi-stakeholder deals in a consumption-based model. This role sits at the intersection of sales execution, technical fluency, and cross-functional collaboration—and is critical to our growth in the Enterprise segment. What You Will Be Doing - Own your territory & build pipeline: Develop and execute a proactive outbound cadence (email, call, social) that generates ≥50% of your booked opportunities. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Value storytelling & demos: Craft and deliver tailored narratives and live demos that map Elastic’s Search, Observability, and Security capabilities to measurable business outcomes. - Mutual deal strategy & forecast accuracy: Collaborate with customers to build formal close plans and keep your CRM up-to-date, maintaining ≥90% forecast accuracy within ±10%. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions—defend your value, structure give/get trades, and land multi-year consumption commitments. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. Qualifications - Proven SaaS quota‐carrying success: 5+ years closing complex Public Sector deals, consistently overachieving targets in a consumption-based or usage-model environment. - Expert discovery & qualification skills: Demonstrated ability to apply MEDDPICC or equivalent frameworks to drive disciplined pipeline and eliminate low-probability deals. - Compelling value storytellers: Track record of delivering executive-level presentations and demos that tie product capabilities to real dollars saved, revenue gained, or risk mitigated. - Strong negotiation chops: History of landing multi-year, high-ACV contracts while protecting margin and securing executive stakeholder buy-in. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including observability, security, vector/traditional search, and cloud cost optimization. - Collaborative mindset & coachability: A learner who partners effectively with internal teams, incorporates feedback, and embodies Elastic’s values of community and openness. - Open Source enthusiasm: Genuine appreciation for open-source communities and the Elastic model—bonus if you’ve sold or advocated in an OSS context. - Experience with DWP AND/OR HMRC. Bonus Points - Prior experience at an open-source or developer‐centric infrastructure company. - Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with a minimum of 16 weeks of parental leave.

• Meet or exceed monthly, quarterly and annual sales quotas • Implement sales strategies to attain new customers • Excel at utilizing a CRM system • Build industry relationships that strengthen our brand • Communicate effectively with internal operations personnel