Lead Enterprise Account Executive

## Role Summary The Senior Enterprise Account Executive (Hunter) is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving net-new revenue for Black Duck’s Application Security platform. This role is built for a high-energy, high-impact seller who excels at prospecting, competitive displacement, and closing complex enterprise deals. You will engage senior engineering, security, and DevOps leaders to position Black Duck as the strategic solution for modern software supply chain security. ## Responsibilities ### New Logo Acquisition & Revenue Growth: - 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. ### Executive Engagement & Value Selling: - 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. ### Sales Execution & Deal Leadership: - 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. ### Market Expansion & Thought Leadership: - 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. ## Requirements ### Required: - 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. - 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. ### Nice to Have: - 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 Black Duck is an equal opportunity employer. We consider all applicants for employment opportunities without regard to race, color, religion, sex, national origin, age, disability, genetics, or any other protected status under federal, state, or local law.