• You will own the ElevenCreative enterprise sales motion across the DACH region, building pipeline and closing deals with enterprise creative and marketing teams. • Lead consultative, multi-stakeholder sales cycles, building compelling business cases that translate AI creative capabilities into measurable business value for senior executives and economic buyers. • Develop and execute territory and account strategies from scratch, including target account identification, outbound sequencing, event strategy, and pipeline building. • Develop a deep understanding of the AI creative landscape - customer use cases, competitive dynamics, and emerging trends - particularly as they apply to media, automotive, consumer goods, publishing, or advertising. • Partner with product, marketing, solutions engineering, and customer success to ensure smooth onboarding, deployment, and expansion of accounts. • Serve as a trusted advisor to enterprise creative and marketing leaders, educating them on how AI is changing content production and where ElevenCreative fits in their stack.

• Manage the full sales cycle from prospecting and qualification through negotiation and closing. • Develop new business opportunities and expand existing client accounts. • Partner with production and operations teams to create effective client solutions and proposals. • Maintain accurate pipeline tracking, forecasting, and CRM updates. • Represent the company at client meetings, industry events, and trade shows. • Travel up to 50% for client meetings and events.

• Act as the Director's trusted sounding board for new ideas and business initiatives • Research new opportunities, suppliers, technologies and market trends • Evaluate ideas based on commercial viability, cost, risk and return on investment • Prepare business cases and recommendations • Break large ideas into actionable project plans • Prioritise initiatives based on business objectives • Manage the Director's diary, meetings and priorities • Prepare meeting agendas and briefing documents • Take meeting minutes and ensure action items are completed • Manage email correspondence and follow-ups • Coordinate travel and appointments when required • Track strategic projects from concept through to completion • Coordinate internal teams and external stakeholders • Follow up outstanding actions and deadlines • Produce project status reports • Conduct competitor and market research • Investigate new software and technologies • Source suppliers and obtain pricing • Analyse data to support decision making • Prepare presentations and executive reports • Identify inefficiencies across the business • Recommend improvements to systems and workflows • Develop Standard Operating Procedures (SOPs) • Assist with implementing automation and AI tools • Document business processes • Liaise with clients, suppliers and subcontractors • Coordinate with project managers and administration staff • Prepare professional reports and presentations • Represent the Director professionally when required

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. 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. 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.