Lead Enterprise Account Executive – Federal/SLED

🕒 Maio 20

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Black Duck

SiteLinkedInTodas as Vagas

5001 - 10000 funcionários

🔒 Cibersegurança

☁️ SaaS

📋 Conformidade

Cybersecurity • SaaS • Compliance

A Black Duck é líder em teste de segurança de aplicações e análise de composição de software. Agora parte do Synopsys Software Integrity Group, ela oferece uma plataforma SaaS unificada otimizada para o DevSecOps. Suas soluções permitem que empresas automatizem o teste de segurança em todo o ciclo de vida de desenvolvimento de software, gerenciem licenças de código aberto e conformidade, e protejam a cadeia de suprimentos de software. Reconhecida como líder pela Gartner e Forrester, a Black Duck fornece uma gama de serviços, incluindo testes de segurança de aplicações estáticos, dinâmicos e interativos, bem como auditorias de código aberto e soluções de gestão de riscos.

Descrição

• 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. • 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.

🎯 Requisitos

• 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.

🏖️ Benefícios

• Competitive salary • Remote work options