Black Duck Software, Inc.
Tech / AI / Software
LeadEnterpriseAccountExecutive
“Lead Enterprise Account Executive at Black Duck Software, Inc.. Skills: Enterprise Account Executive, New Logo Acquisition, Revenue Growth, Application Security platform sales, Software Composition Analysis (SCA) sales, Open-source risk management sales. Acquiring new enterprise customers. Penetrating greenfield accounts”
What You'll Achieve.
Consistently achieve new‑logo ARR targets and pipeline creation goals; Quantify risk reduction, compliance alignment, and developer productivity gains; Achieve competitive win rates and successful displacement of incumbent solutions; Rapid expansion of Black Duck’s footprint within target industries and territories; High‑quality forecasting and disciplined sales execution
Industry & Context.
What They're Looking For.
Must Have
7–10+ years of enterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains, Proven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar ARR impact, understanding of Application Security, SCA, SBOM, and modern software supply chain challenges, Ability to engage both technical and executive audiences with credibility and confidence, Exceptional prospecting, negotiation, and strategic selling skills
Nice to Have
Experience selling SCA or AppSec platforms (e. g. , Black Duck‑style solutions, Snyk, Veracode, Checkmarx, GitHub Advanced Security), Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket), Background selling into Fortune 500 or global enterprise organizations
What You'll Do.
Acquiring new enterprise customers
Penetrating greenfield accounts
Driving net‑new revenue for Black Duck’s Application Security platform
Owning the full new‑business sales cycle—from prospecting and qualification to technical evaluation
Building and executing territory plans targeting high‑value enterprise prospects across industries
Identifying and developing greenfield opportunities through outbound prospecting
partner collaboration
and market intelligence
Driving competitive takeouts and positioning Black Duck as the preferred SCA and AppSec platform
Consistently achieving new‑logo ARR targets and pipeline creation goals
Building multi‑threaded relationships with CISOs
and procurement stakeholders
Leading executive‑level conversations around open‑source governance
and secure SDLC modernization
Delivering compelling business cases that quantify risk reduction
and developer productivity gains
high‑velocity sales cycles with qualification
Partnering with Sales Engineering to guide prospects through technical validation
and integration discussions
Navigating complex procurement processes
and multi‑stakeholder decision cycles
Collaborating with Marketing and SDR teams to accelerate pipeline generation and campaign execution
Representing Black Duck at industry events
and customer briefings
Providing market feedback to Product and Marketing to influence roadmap and positioning
Staying current on AppSec trends
and emerging software supply chain risks
How You'll Work.
Team & Collaboration
Partner collaboration; Collaborate with Marketing and SDR teams; Partner with Sales Engineering
Communication Scope
Engage both technical and executive audiences with credibility and confidence; Lead executive‑level conversations
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