Lead Enterprise Account Executive (TOLA)

Black Duck Software•Austin, TX

3d•Remote

About The Position

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. This is a remote role, covering the Texas, Oklahoma, Louisiana and Arkansas. Black Duck helps organizations build secure, high‑quality software by minimizing risk and maximizing development speed. As a pioneer in application security, Black Duck delivers industry‑leading SAST, SCA, and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code, open‑source components, and application behavior. With powerful tools, services, and deep expertise, Black Duck enables organizations to secure the modern software supply chain and strengthen DevSecOps practices.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.
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.