Lead Enterprise Account Executive – Federal/SLED

🕒 vor 15 Tagen

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Black Duck

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5001 - 10000 Mitarbeiter

🔒 Cybersecurity

☁️ SaaS

📋 Compliance

Cybersecurity • SaaS • Compliance

Black Duck ist ein führendes Unternehmen im Bereich der Anwendungssicherheitstests und der Software-Zusammensetzungsanalyse. Als Teil der Synopsys Software Integrity Group bietet es eine einheitliche SaaS-Plattform, die für DevSecOps optimiert ist. Ihre Lösungen ermöglichen es Unternehmen, Sicherheitstests über den gesamten Softwareentwicklungszyklus hinweg zu automatisieren, Open-Source-Lizenzen und Compliance zu verwalten und die Software-Lieferkette abzusichern. Als führend anerkannt von Gartner und Forrester, bietet Black Duck eine Reihe von Dienstleistungen, darunter statische, dynamische und interaktive Tests der Anwendungssicherheit, sowie Open-Source-Audits und Risikomanagementlösungen.

Beschreibung

• 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.

🎯 Anforderungen

• 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.

🏖️ Vorteile

• Competitive salary • Remote work options