[Remote] Lead Enterprise Account Executive (West)
Note: The job is a remote job and is open to candidates in USA. Black Duck Software, Inc. is a pioneer in application security, helping organizations build secure and high-quality software. The Senior Enterprise Account Executive is responsible for acquiring new enterprise customers and driving revenue for Black Duck’s Application Security platform by engaging with senior leaders in engineering, security, and DevOps.
Responsibilities
- 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 AppSec platform
- Consistently achieve new‑logo ARR targets and pipeline creation goals
- Build multi‑threaded relationships with CISOs, CTOs, AppSec leaders, DevOps 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
- Run disciplined, high‑velocity 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 multi‑stakeholder decision cycles
- Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution
- 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
Skills
- 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
- 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
- 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
Company Overview