Senior Director, New Logo Sales (NAMER)

Black Duck Software, Inc.

3d•Onsite

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. As Senior Director, New Logo Acquisition, you will lead a team of enterprise Account Executives focused exclusively on winning net new enterprise customers within your assigned region. Reporting directly to the Vice President, New Logo Acquisition, you will be responsible for delivering regional new logo ARR targets, building a high-performance sales culture, and coaching your team to consistently create, advance, and close complex enterprise opportunities. This is a critical frontline leadership role for a highly strategic organization. You will serve as the operational and coaching backbone of the business, translating corporate strategy into disciplined execution, accurate forecasting, and repeatable sales success. If you are passionate about developing top-performing enterprise sellers and driving measurable growth in a fast-moving cybersecurity market, this role offers an exceptional opportunity to make an immediate impact.

Requirements

8+ years of enterprise software sales experience, including at least 3 years managing quota-carrying Account Executives.
Proven success leading teams focused on net new logo acquisition and consistently exceeding new business targets.
Experience selling to enterprise organizations (5,000+ employees) and engaging with CISO, CTO, VP of Engineering, and other senior technical and business stakeholders.
Strong coaching skills with a demonstrated ability to improve rep productivity and performance.
Deep familiarity with structured enterprise sales methodologies such as MEDDPICC, Challenger, or Force Management.
Analytical mindset with strong forecasting and pipeline management capabilities.
Proficiency with Salesforce, Clari, Gong, Outreach, and other modern sales tools.
Excellent communication skills, executive presence and the ability to influence across functions.
Fluency in English required; additional language skills relevant to your market are a plus.

Nice To Haves

Experience in cybersecurity, application security, DevSecOps, or related enterprise technology markets strongly preferred.

Responsibilities

Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region.
Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition.
Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance.
Recruit and onboard top sales talent as the organization grows.
Set clear performance expectations and development plans for each member of your team.
Own and deliver the regional new logo ARR target.
Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline.
Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC.
Personally engage in strategic opportunities to help accelerate deal progression and improve close rates.
Monitor performance against quota and implement corrective actions when needed.
Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition.
Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce.
Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement.
Partner with Revenue Operations to support reporting, territory management, and performance analytics.
Translate go-to-market priorities into focused regional execution plans.
Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion.
Help refine account segmentation, prospecting strategies, and competitive positioning.
Share market feedback and competitive intelligence to strengthen the new logo playbook.
Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements.
Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding.
Work with Marketing and Business Development to optimize territory-level demand generation efforts.
Serve as the voice of the field to internal stakeholders.