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 targeting Federal/SLED accounts across the United States. 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 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.
Executive Engagement & Value Selling:
- 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.
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, 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.
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
- 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 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 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.
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.
Skills Required
- 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 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
- 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
Black Duck Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Black Duck and has not been reviewed or approved by Black Duck.
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Healthcare Strength — Medical, dental, and vision coverage provide multiple plan choices with transparent costs, with carrier updates noted for 2026. Vision via VSP and dental plan options offer defined tiers and network access.
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Retirement Support — Retirement programs include a 401(k) with company matching alongside an employee stock purchase plan with a discount and lookback. These features support longer‑term savings and wealth building.
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Leave & Time Off Breadth — Exempt employees use a manager‑approved, no‑cap time‑off model, while non‑exempt employees accrue flexible time off alongside sick time. Paid leaves include parental and family care leave, with additional protections under applicable leave laws.
Black Duck Insights
What We Do
Organizations worldwide use Black Duck Software’s industry-leading products to secure and manage open source software, eliminating the pain related to security vulnerabilities, compliance and operational risk. Black Duck is headquartered in Burlington, MA, and has offices in San Jose, London, Frankfurt, Hong Kong, Tokyo, Vancouver, Seoul & Beijing
Why Work With Us
We pride ourselves on cultivating an environment of collaboration, creativity, and fun! We know where you work can influence how you work, which is why our collaborative office space focuses on community and continuous learning. Our work-hard, play-hard attitude even got us named a Top Place to Work in Massachusetts by The Boston Globe!
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