Lead Enterprise Account Executive (Federal/SLED)

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 Dev Sec Ops and throughout the software development life cycle.

Senior Enterprise Account Executive

Location

This is a remote role targeting Federal/SLED accounts across the United States. Candidates should currently reside within this territory.

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

‑ impactseller who excels at prospecting, competitive displacement, and closing complex enterprise deals.

You will engage senior engineering, security, and Dev Ops 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 high‑value 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 App Sec platform.
• Consistently achieve new‑logo ARR targets and pipeline creation goals.
• Executive Engagement & Value Selling
• Build multi‑threaded relationships with CISOs, CTOs, App Sec leaders, Dev Ops executives, and procurement stakeholders.
• Lead executive‑level conversations around open‑source 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, high‑velocity sales cycles with strong qualification, forecasting accuracy, and CRM hygiene.
• Partner with Sales Engineering to guide prospects through technical validation, Po Cs, and integration discussions.
• Navigate complex procurement processes, legal reviews, and multi‑stakeholder 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 App Sec trends, regulatory pressures, and emerging software supply chain risks.

Qualifications

• Required
• Enterprise new‑business sales experience in cybersecurity, Dev Sec Ops, developer tooling, or related technical domains.
• Proven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar ARR impact within the Federal/SLED sector.
• 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 App Sec platforms (e. g., Black Duck‑style solutions, Snyk, Veracode, Checkmarx, Git Hub Advanced Security).
• Familiarity with CI/CD ecosystems (Git Hub, Git Lab, Jenkins, Azure Dev Ops, Bitbucket).
• Background selling into Fortune 500 or global enterprise organizations.
• Success Indicators
• Consistent attainment of new‑logo ARR and pipeline generation targets.
• Strong 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.

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 law.

In 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.

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