Lead Sales Engineer (South East)
About The Position
Black Duck Software is seeking a motivated, customer-focused Lead Sales Engineer for its Enterprise / Commercial team, partnering with Account Executives focused on new business acquisitions. The role serves as a trusted technical advisor throughout the new-business sales cycle, aligning technical expertise with sales strategy so prospective customers understand the value and differentiation of Black Duck’s application security solutions. The position is remote in the South East area. The Lead Sales Engineer engages prospective customers, uncovers their needs, and delivers solution-oriented outcomes. The role takes a consultative approach to accelerate deal velocity and build confidence with technical and executive stakeholders, supporting technical discovery, demonstrations, proof-of-value engagements, solution design, competitive differentiation, and technical validation across customer AI-based DevSecOps environments.
Requirements
- At least 8 years of experience in sales engineering, solutions engineering, or technical pre-sales, ideally within 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 and ability to convey complex technical concepts to diverse audiences.
- Demonstrated ability to influence technical decision-makers and build credibility quickly 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, modern development workflows, and 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 support 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 relation to 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 new-business sales cycles.
- Contribute to account-planning strategies focused on expanding pipeline and increasing win rates.
- Support technical validation and integration discussions within 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
