Account Executive, SLED

🕒 May 20

🗽 New York – Remote

🗽 New York – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 35%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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

• Develop new opportunities in the East Coast SLED region while growing and retaining existing accounts to generate net-new revenue for Black Duck’s Application Security platform • Own the full new-business sales cycle from prospecting and qualification through technical evaluation, negotiation, and close • Build and execute territory plans targeting high-value enterprise prospects • Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligence • Drive competitive takeouts and achieve new-logo ARR and pipeline creation goals • Build executive relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholders • Lead executive conversations around open-source governance, SBOM strategy, and secure SDLC modernization • Deliver business cases quantifying risk reduction, compliance alignment, and developer productivity gains • Run disciplined sales cycles with qualification, forecasting accuracy, and CRM hygiene • Partner with Sales Engineering on technical validation, PoCs, and integration discussions • Navigate complex procurement, legal reviews, and multi-stakeholder decisions • Collaborate with Marketing and SDR teams on 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 software supply chain risks

🎯 Requirements

• Deep understanding of the New York State government landscape • Familiarity with East Coast states including FL, NJ, MA, VA, NC, SC, and GA • Ability to build and maintain executive-level relationships with CIOs, CISOs, and senior security/technology stakeholders • Familiarity with the New York Office of Information Technology Services (ITS) • Active involvement or strong familiarity with the New York State Forum and related networking organizations • Proven experience developing new opportunities while growing and retaining existing accounts • Enterprise new-business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains • Proven track record hunting and closing large, complex enterprise deals with multi-million-dollar ARR impact within the SLED sector • Ability to engage technical and executive audiences with credibility and confidence • Exceptional prospecting, negotiation, and strategic selling skills • Preferred: experience selling SCA or AppSec platforms such as Black Duck-style solutions, Snyk, Veracode, Checkmarx, or GitHub Advanced Security • Preferred: familiarity with CI/CD ecosystems including GitHub, GitLab, Jenkins, Azure DevOps, and Bitbucket • Preferred: strong understanding of Application Security, SCA, SBOM, and software supply chain challenges • Preferred: proven track record selling into SLED organizations, including state agencies, county governments, municipalities, and local government entities