Lead Enterprise Account Executive (West)
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. 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.
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.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
