Remote Lead Enterprise Account Executive (West)

Note: The job is a remote job and is open to candidates in USA. Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. The Senior Enterprise Account Executive is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving net-new revenue for Black Ducks Application Security platform.

ResponsibilitiesOwn the full newbusiness sales cyclefrom prospecting and qualification to technical evaluation, negotiation, and closeBuild and execute territory plans targeting highvalue enterprise prospects across industriesIdentify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligenceDrive competitive takeouts and position Black Duck as the preferred AppSec platformConsistently achieve newlogo ARR targets and pipeline creation goalsBuild multithreaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholdersLead executivelevel conversations around opensource governance, SBOM strategy, and secure SDLC modernizationDeliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gainsRun disciplined, highvelocity sales cycles with strong qualification, forecasting accuracy, and CRM hygienePartner with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussionsNavigate complex procurement processes, legal reviews, and multistakeholder decision cyclesCollaborate with Marketing and SDR teams to accelerate pipeline generation and campaign executionRepresent Black Duck at industry events, conferences, and customer briefingsProvide market feedback to Product and Marketing to influence roadmap and positioningStay current on AppSec trends, regulatory pressures, and emerging software supply chain risksSkills

Enterprise newbusiness sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domainsProven track record of hunting and closing large, complex enterprise deals with multimilliondollar ARR impactStrong understanding of Application Security, SCA, SBOM, and modern software supply chain challengesAbility to engage both technical and executive audiences with credibility and confidenceExceptional prospecting, negotiation, and strategic selling skillsExperience 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 organizationsCompany Overview

Black Duck meets the board-level risks of modern software with True Scale Application Security, ensuring uncompromised trust in software for the regulated, AI-powered world. It was founded in 2002, and is headquartered in Burlington, Massachusetts, USA, with a workforce of 5hidden_mobile0 employees. Its website is [hidden] .