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 Manager
Location: United Arab Emirates, specifically Dubai or Abu Dhabi
Build Black Duck’s next chapter in the UAE
Ready to build a market, not just manage a territory? Black Duck is looking for a Regional Sales Manager to lead our commercial growth in the UAE.
You’ll build on an established customer base, win new strategic accounts and deepen relationships with leading enterprise, government and sovereign-related organizations. Working within a dedicated UAE team across Sales, Presales and Channel, you’ll help shape our local go-to-market strategy with meaningful autonomy and direct access to regional leadership.
As customers accelerate AI-assisted software development, you’ll connect their security and business priorities with Black Duck’s capabilities across application security, DevSecOps, open source risk and software supply chain security.
What you’ll do
• Own the UAE commercial strategy and deliver against bookings, revenue, pipeline and growth objectives.
• Win new enterprise and government customers while expanding a focused portfolio of strategic accounts.
• Build relationships with CISOs, CIOs, CTOs and senior business leaders, translating customer priorities into compelling business cases.
• Lead complex sales cycles from prospecting and qualification through technical validation, negotiation, procurement and close.
• Partner with Presales and Channel to develop account strategies, deliver evaluations and build joint pipeline with resellers, system integrators and technology partners.
• Coordinate Customer Success, Professional Services, Marketing and executive resources around priority opportunities.
• Apply MEDDPICC or an equivalent methodology, maintain accurate Salesforce and Clari records, and deliver disciplined forecasting and deal-risk management.
Your market: UAE federal, Abu Dhabi and Dubai government entities; financial services and banking; energy and critical infrastructure; telecommunications; aviation, ports and transportation; sovereign technology, AI and cybersecurity organizations; sovereign wealth funds and government-owned enterprises; defense-related and security organizations where appropriate; and major private-sector enterprises.
Success means: sustainable growth, new strategic wins, deeper customer relationships and a healthy, predictable pipeline - supported by strong collaboration across the UAE team.
What you’ll bring
• Significant UAE enterprise software or cybersecurity sales experience, with a track record of meeting or exceeding targets.
• Success selling complex solutions to large enterprise, government or sovereign-related organizations, winning new business and growing existing accounts.
• Established UAE market credibility, relationships and understanding of local buying processes and partner ecosystems.
• Confidence engaging at C-level, strong commercial judgment and negotiation skills, and experience managing multi-stakeholder sales cycles.
• Familiarity with application security, DevSecOps, software supply chain risk, open source or adjacent technology areas.
• Experience with structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari, or equivalents.
• A collaborative, entrepreneurial approach, with the autonomy, resilience and accountability to build long-term market value.
• Excellent written, verbal and presentation skills in English. Arabic language capability is a strong advantage.
Why join Black Duck now?
Help shape the UAE go-to-market strategy at a time of increased focus and investment. You’ll have dedicated local technical and channel support, opportunities to work with regional and global leadership, and the chance to influence how we grow in the market.
This is an opportunity to combine strategic account ownership with market-building responsibility and make a visible contribution to Black Duck’s Middle East growth journey.
Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.
Skills Required
- Significant UAE enterprise software or cybersecurity sales experience
- Track record of meeting or exceeding sales targets
- Experience selling complex solutions to large enterprise, government, or sovereign-related organizations
- Success winning new business and growing existing accounts
- Established UAE market credibility, relationships, and understanding of local buying processes and partner ecosystems
- Experience engaging C-level stakeholders and managing multi-stakeholder sales cycles
- Strong commercial judgment and negotiation skills
- Familiarity with application security, DevSecOps, software supply chain risk, open source, or adjacent technology areas
- Experience with structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari or equivalents
- Excellent written, verbal, and presentation skills in English
- Arabic language capability
- Collaborative, entrepreneurial, autonomous, resilient, and accountable approach
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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