Lead Enterprise Account Executive – Federal/SLED

🕒 il y a 21 jours

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Black Duck

Site WebLinkedInTous les Emplois

5001 - 10000 employés

🔒 Cybersecurity

☁️ SaaS

📋 Conformité

Cybersecurity • SaaS • Compliance

Black Duck est un leader dans le domaine des tests de sécurité des applications et de l'analyse de la composition logicielle. Désormais intégrée au Synopsys Software Integrity Group, elle propose une plateforme SaaS unifiée optimisée pour le DevSecOps. Leurs solutions permettent aux entreprises d'automatiser les tests de sécurité tout au long du cycle de vie du développement logiciel, de gérer les licences open source et la conformité, et de sécuriser la chaîne d'approvisionnement logicielle. Reconnue comme un leader par Gartner et Forrester, Black Duck offre une gamme de services incluant des tests de sécurité des applications statiques, dynamiques et interactifs, ainsi que des audits open source et des solutions de gestion des risques.

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.

🎯 Exigences

• 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.

🏖️ Avantages

• Competitive salary • Remote work options