Senior Director, New Logo Sales

🕒 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

• Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region. • Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition. • Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance. • Recruit and onboard top sales talent as the organization grows. • Set clear performance expectations and development plans for each member of your team. • Own and deliver the regional new logo ARR target. • Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline. • Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC. • Personally engage in strategic opportunities to help accelerate deal progression and improve close rates. • Monitor performance against quota and implement corrective actions when needed. • Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition. • Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce. • Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement. • Partner with Revenue Operations to support reporting, territory management, and performance analytics. • Translate go-to-market priorities into focused regional execution plans. • Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion. • Help refine account segmentation, prospecting strategies, and competitive positioning. • Share market feedback and competitive intelligence to strengthen the new logo playbook. • Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements. • Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding. • Work with Marketing and Business Development to optimize territory-level demand generation efforts. • Serve as the voice of the field to internal stakeholders.

🎯 Requisitos

• 8+ years of enterprise software sales experience, including at least 3 years managing quota-carrying Account Executives. • Proven success leading teams focused on net new logo acquisition and consistently exceeding new business targets. • Experience selling to enterprise organizations (5,000+ employees) and engaging with CISO, CTO, VP of Engineering, and other senior technical and business stakeholders. • Strong coaching skills with a demonstrated ability to improve rep productivity and performance. • Deep familiarity with structured enterprise sales methodologies such as MEDDPICC, Challenger, or Force Management. • Experience in cybersecurity, application security, DevSecOps, or related enterprise technology markets strongly preferred. • Analytical mindset with strong forecasting and pipeline management capabilities. • Proficiency with Salesforce, Clari, Gong, Outreach, and other modern sales tools. • Excellent communication skills, executive presence, and the ability to influence across functions. • Fluency in English required; additional language skills relevant to your market are a plus.

🏖️ Benefícios

• comprehensive health and wellness benefits • generous paid time off • equity participation