Lead Sales Engineer (Public Sector)
About The Position
Black Duck Software is seeking a Lead Sales Engineer to join their Public Sector Sales Team, supporting Federal, State, Local, and Education (SLED) customers. This is a senior, hands-on technical presales role focused on directly supporting government customers through complex evaluations, solution design, and adoption of Black Duck’s application security solutions. The role is ideal for a technically strong Sales Engineer who is comfortable engaging deeply with security teams, developers, architects, and program stakeholders in highly regulated environments and wants to play a visible role in advancing application security across the public sector.
Requirements
- U.S. Citizenship required
- 8+ years of experience in Sales Engineering, Solutions Architecture, or technical pre-sales roles
- Background in software development, security engineering, or a closely related field
- Ability to communicate complex technical concepts clearly to both technical and business stakeholders
- Strong problem-solving skills with a consultative, customer-focused approach
- Comfortable operating with autonomy and ambiguity—this role requires someone who can decide what to do, how to do it, and then go execute.
- Strong understanding of cybersecurity concepts, vulnerabilities, and testing methodologies
- Experience supporting Federal, State, or Local government customers or regulated environments
- Experience with CI/CD pipelines, DevOps tools, and modern SDLC workflows (e.g., GitHub, GitLab)
Nice To Haves
- Hands-on experience with SAST, SCA, or DAST tools (multiple is a plus)
- Prior experience selling into or supporting large Federal agencies or enterprise SLED environments
- Familiarity with public sector frameworks and standards such as NIST 800-53/800-171, FedRAMP, or DISA STIGs
- Familiarity with cloud platforms and containerized environments, particularly as they relate to securing applications in modern, regulated architectures.
- Experience supporting security evaluations, pilots, or proof-of-value engagements
- Comfort managing multiple active customer engagements simultaneously
Responsibilities
- Play a critical role in closing deals across new business, renewals, and growth opportunities, directly influencing revenue through technical strategy and customer engagement.
- Travel to customer sites, internal meetings and represent Black Duck at industry events (up to 40%)
- Partner closely with Public Sector Account Executives to develop and execute technical sales strategies for Federal and SLED opportunities
- Lead technical discovery sessions to understand customer environments, mission objectives, and compliance requirements
- Design and deliver compelling demonstrations and proof-of-value engagements across SAST, SCA, and DAST
- Provide architecture-level guidance on integrating Black Duck into DevSecOps pipelines, such as GitHub or GitLab
- Advise customers on application security best practices within regulated government environments
- Clearly articulate technical value and competitive differentiation to both technical teams and executive stakeholders
- Support customers through evaluation, adoption, and expansion with a consultative, trusted-advisor mindset
- Collaborate with internal teams (Product, Customer Success, Partners) to ensure successful customer outcomes
Benefits
- Competitive total rewards package
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
