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, working closely with Account Executives focused on new business acquisitions. The role helps drive new-customer growth by aligning technical expertise with strategic sales execution and explaining the value and differentiation of Black Duck’s application security solutions. The Lead Sales Engineer serves as a trusted technical advisor during the new-business sales cycle. In partnership with Account Executives, the role engages prospective customers, uncovers their needs, and delivers solution-oriented outcomes. The position calls for a consultative, forward-looking approach to accelerate deal velocity and build confidence among technical and executive stakeholders.
Requirements
- At least 8 years of experience in sales engineering, solutions engineering, or technical pre-sales, ideally within application security or DevSecOps.
- 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 explain complex technical concepts to diverse audiences.
- 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, 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 for net-new customer acquisition.
- Lead technical discovery sessions, product demonstrations, and proof-of-value engagements for prospective customers.
- Position and explain the value of SAST, SCA, DAST, and LLM-based solutions in relation to customer challenges and priorities.
- Analyze prospect environments and requirements to design tailored application security solutions.
- Help shape early-stage opportunities by explaining risks, gaps, and potential business impact to prospects.
- 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
