Lead Enterprise Account Executive (West)

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 the Western states.

Black Duck helps organizations build secure highquality software by minimizing risk and maximizing development speed. As a pioneer in application security Black Duck delivers industryleading SAST SCA and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code opensource 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

TheSenior Enterprise Account Executive (Hunter)is responsible foracquiringnew enterprise customers penetrating greenfield accounts anddrivingnetnewrevenue for Black Ducks Application Security platform with a primary focus onSoftware Composition Analysis (SCA)andopensourcerisk management.

This role is built for ahighenergyhighimpactsellerwho 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 newbusiness sales cyclefrom prospecting and qualification to technical evaluation negotiation and close.
• Build and execute territory plans targeting highvalue enterprise prospects across industries.
• Identify and develop greenfield opportunities through outbound prospecting partner collaboration and market intelligence.
• Drive competitive takeouts and position Black Duck as the preferred SCA and AppSec platform.
• Consistently achieve newlogo ARR targets and pipeline creation goals.

Executive Engagement & Value Selling:

• Build multithreaded relationships with CISOs CTOs AppSec leaders DevOps executives and procurement stakeholders.
• Lead executivelevel conversations around opensource governance SBOM strategy and secure SDLC modernization.
• Deliver compelling business cases that quantify risk reduction compliance alignment and developer productivity gains.

Sales Execution & Deal Leadership:

• Run disciplined highvelocity sales cycles with strong qualification forecasting accuracy and CRM hygiene.
• Partner with Sales Engineering to guide prospects through technical validation PoCs and integration discussions.
• Navigate complex procurement processes legal reviews and multistakeholder decision cycles.
• Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution.

Market Expansion & Thought Leadership:

• Represent Black Duck at industry events conferences and customer briefings.
• Provide market feedback to Product and Marketing to influence roadmap and positioning.
• Stay current on AppSec trends regulatory pressures and emerging software supply chain risks.

Qualifications

Required

• 710 years of enterprise newbusiness sales experience in cybersecurity DevSecOps developer tooling or related technical domains.
• Proven track record of hunting and closing large complex enterprise deals with multimilliondollar ARR impact.
• Strong 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.

Preferred

• Experience selling SCA or AppSec platforms (e.g. Black Duckstyle 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.

Success Indicators

• Consistent attainment of newlogo ARR and pipeline generation targets.
• Strong competitive win rates and successful displacement of incumbent solutions.
• Rapid expansion of Black Ducks footprint within target industries and territories.
• Highquality forecasting and disciplined sales execution.

Black Duck considers all applicants for employment without regard to race color religion sex gender preference national origin age disability or status as a Covered Veteran in accordance with federal addition Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.