Black Duck Software, Inc.
Application Security
LeadEnterpriseAccountExecutive(Canada)
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“Lead Enterprise Account Executive (Canada) at Black Duck Software, Inc.. Skills: Enterprise new-business sales, Application Security platform sales, Closing complex enterprise deals, Executive engagement, Value selling. Acquiring new enterprise customers. Penetrating greenfield accounts”
What You'll Achieve.
Consistently achieve new‑logo ARR targets and pipeline creation goals; Maximize security and quality in DevSecOps and throughout the software development life cycle; Minimize risks while maximizing speed and productivity; Achieve new‑logo ARR and pipeline generation targets; Achieve competitive win rates and successful displacement of incumbent solutions; Achieve rapid expansion of Black Duck’s footprint within target industries and territories; Achieve high‑quality forecasting and disciplined sales execution
Industry & Context.
Candidates should currently reside within this territory (Canada)
What They're Looking For.
Must Have
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
Competitive displacement
Closing complex enterprise deals
Engaging senior engineering
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 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 with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussions; Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution
Communication Scope
Engage both technical and executive audiences with credibility and confidence; Lead executive-level conversations
Full Job Description
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. Senior Enterprise Account Executive Location: This is a remote role, covering Canada. Candidates should currently reside within this territory. Black Duck helps organizations build secure, high‑quality software by minimizing risk and maximizing development speed. As a pioneer in application security, Black Duck delivers industry‑leading SAST, SCA, and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code, open‑source components, and application behavior. With powerful tools, services, and deep expertise, Black Duck enables organizations to secure the modern software supply chain and strengthen DevSecOps practices. Role Summary The Senior Enterprise Account Executive (Hunter) is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving net‑new revenue for Black Duck’s Application Security platform. This role is built for a high‑energy, high‑impact seller who excels at prospecting, competitive displacement, and closing complex enterprise deals. You will engage senior engineering, security, and DevOps leaders to position Black Duck as the strategic solution for modern software supply chain security. Core Responsibilities New Logo Acquisition & Revenue Growth: Own the full new‑business sales cycle—from prospecting and qualification to technical evaluation, negotiation, and close. Build and execute territory plans targeting
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