Lead Sales Engineer (Central)
About The Position
Black Duck Software, Inc. is seeking a motivated, customer-focused Lead Sales Engineer to join its Enterprise / Commercial team, partnering with Account Executives focused on new business acquisitions. The role aligns technical expertise with strategic sales execution to help prospective customers understand the value and differentiation of Black Duck’s application security solutions. The Lead Sales Engineer acts as a trusted technical advisor throughout the new-business sales cycle. Working with Account Executives, the role engages prospective customers, uncovers their needs, and delivers solution-oriented outcomes. It calls for a consultative, forward-looking approach to accelerate deal velocity and build confidence with technical and executive stakeholders. The position is listed for the Central area and described as remote.
Requirements
- At least 8 years of experience in sales engineering, solutions engineering, or technical pre-sales, ideally in application security or DevSecOps.
- Proven ability to support new-business sales cycles in partnership with quota-carrying Account Executives.
- Strong understanding of application security concepts, vulnerabilities, and testing methodologies.
- Hands-on or working experience with SAST, SCA, or DAST technologies.
- Familiarity with AI-based code development tools and workflows.
- Technical background in software development, security engineering, or a related field.
- Exceptional communication skills, including the ability to convey complex technical concepts clearly to diverse audiences.
- Ability to influence technical decision-makers and quickly build credibility in early-stage engagements.
Nice To Haves
- Experience supporting high-growth, hunter-led sales environments.
- Prior consulting or solutions engineering experience.
- Familiarity with DevOps practices, CI/CD pipelines, and modern development workflows, including agentic development workflows.
- Strong business acumen and ability to connect technical capabilities to business outcomes and risk mitigation.
Responsibilities
- Partner with quota-carrying Account Executives to develop and execute technical strategies that drive net-new customer acquisition.
- Lead technical discovery sessions, product demonstrations, and proof-of-value engagements for prospective customers.
- Explain the value of SAST, SCA, DAST, and LLM-based solutions in the context of customer-specific challenges and priorities.
- Analyze prospect environments and requirements to design tailored application security solutions.
- Help prospects understand risks, gaps, and potential business impact during early-stage opportunity shaping.
- Create and deliver technical presentations for technical buyers and executive stakeholders.
- Collaborate with Account Executives to differentiate Black Duck in competitive, net-new sales cycles.
- Contribute to account-planning strategies focused on expanding pipeline and increasing win rates.
- Support technical validation and integration discussions in customer AI-based DevSecOps environments.
- Stay current on application security trends, the competitive landscape, and emerging technologies.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
