Lead Enterprise Account Executive – Federal/SLED

🕒 May 20

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Black Duck

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

🔒 Cybersecurity

☁️ SaaS

📋 Compliance

Cybersecurity • SaaS • Compliance

Black Duck is a leader in application security testing and software composition analysis. Now part of Synopsys Software Integrity Group, it offers a unified SaaS platform optimized for DevSecOps. Their solutions enable businesses to automate security testing across the entire software development life cycle, manage open source licenses and compliance, and secure the software supply chain. Recognized as a leader by Gartner and Forrester, Black Duck provides a range of services including static, dynamic, and interactive application security testing, as well as open source audits and risk management solutions.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• Competitive salary • Remote work options