• 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.

Position Title: Senior Account Executive, Mid Market Reports to: Head of EMEA Office Location: London (Remote) About Duda Duda is a leading website platform for professionals, helping agencies, SaaS companies, and web teams build and manage high-quality websites at scale. Our flexible platform combines powerful design, collaboration, automation, and AI capabilities to help customers work faster and grow smarter. With teams across the US, Israel, Canada, Brazil, and the UK, we are building a collaborative, forward-thinking company focused on innovation, growth, and impact. At our core, we embrace a collaborative and innovative culture that empowers teamwork, creativity, and ongoing learning. Description Duda is looking for a driven, technically fluent, experienced and commercially sharp Senior Account Executive to join our Mid Market sales team. This is not a role for order-takers or those who rely solely on inbound pipelines , we're looking for someone who is hungry, proactive, and energized by the challenge of opening new doors and closing complex deals. In this role, you will own the full sales cycle for mid-market prospects, including digital agencies, Vertical SaaS companies, media organizations, and hosting providers that are looking to embed or resell a world-class website building platform. You'll be responsible for sourcing a portion of your own pipeline, running compelling product platform overviews, crafting a persuasive commercial story, and navigating multi-stakeholder deals with confidence and precision to maximize Duda’s chances of landing more business. Duda is a technical sale. Our buyers are sophisticated; they include product leaders, operations teams, and digital executives who want to understand how our platform fits into their ecosystem. You need to be comfortable going deep on the product, translating platform capabilities into business outcomes, and standing out in a competitive evaluation. This role is an opportunity to be part of a category-defining company with a proven platform, a strong partner ecosystem, and serious ambition. Role & Responsibilities - Own the full sales cycle from prospecting through close for mid-market accounts, with a focus on digital agencies, Vertical SaaS companies, media groups, and web platform providers. - Generate a significant portion of your own pipeline through outbound prospecting, networking, event follow-up, referrals, and creative outreach not just inbound leads. - Run product demonstrations that are tailored, compelling, and commercially focused not generic walkthroughs. - Build a clear and differentiated business case for each prospect based on their specific go-to-market model, customer base, and growth goals. - Develop deep familiarity with the Duda platform and ecosystem, becoming a credible resource for technically sophisticated buyers. - Navigate complex, multi-stakeholder deals involving product, marketing, sales, and executive decision-makers on the buyer's side. - Collaborate with Solution Engineers, Partner Success, and Marketing teams to advance deals and deliver a best-in-class buying experience. - Accurately forecast opportunities and maintain rigorous CRM hygiene throughout the pipeline. - Represent Duda at industry events, partner conferences, and executive meetings engaging prospects and accelerating relationships in person. - Contribute feedback from the field to inform product positioning, sales messaging, and go-to-market strategy. Requirements We understand that experience comes in many forms. Even if you don't meet every qualification listed, we encourage you to apply if you believe you'd be a great fit for the role. - 5+ years of full-cycle B2B SaaS sales experience, with a track record of consistent quota attainment. - Experience selling in a B2B2C model understanding how your buyer will in turn deploy and monetize your product with their own customers is essential. - Familiarity with the digital agency world, Vertical SaaS ecosystems, or platform/reseller sales motions you understand how these businesses are built and what drives their purchasing decisions. - Demonstrated ability to generate your own pipeline. You are not waiting for leads to come to you you know how to open doors, build relationships, and create opportunities from scratch. - Strong product demonstration skills. You can run a live platform demo that tells a story, highlights what matters to a specific buyer, and creates genuine excitement not just a feature tour. - Ability to translate technical platform capabilities into clear, compelling business value for buyers who may range from highly technical to commercially focused. - Comfortable navigating complex, multi-stakeholder sales processes with extended deal cycles. - High energy, high accountability. You treat your territory like a business, you manage your time with discipline, and you are motivated by results not activity metrics. - Excellent written and verbal communication skills, with the ability to hold your own in executive-level conversations. - Strong analytical approach to pipeline management, forecasting, and deal qualification. - Comfortable operating in a fast-paced, evolving environment where you'll sometimes need to build the playbook as you go. - Willingness and ability to travel for prospect meetings, industry events, conferences, and company summits as needed. Preferred Qualifications - Experience selling website technology, MarTech, digital presence platforms, or SMB-focused SaaS solutions. - Familiarity with the Duda platform or direct competitive experience with other website builders (e.g., Wix, Squarespace, WordPress VIP, Shopify). - Experience selling to or through channel partners, resellers, or white-label customers. - Understanding of SMB-focused technology ecosystems and how agencies and SaaS platforms serve small business customers at scale. - Experience with AI-powered sales tools, automation, and modern prospecting workflows. - Bachelor's degree in Business, Marketing, Communications, or a related field preferred. What you'll love about working for Duda - A supportive, agile and creative work environment with phenomenal colleagues. - Competitive compensation, ongoing recognition, and an opportunity to develop new skills and fast-track your career. - Opportunity to join an explosive industry, a successful, profitable and growing organization, and a supportive leadership team who is passionate about the employee experience.