Lead Enterprise Account Executive (TOLA)

Black Duck Software, Inc.

Job Overview

Location

Austin, TX

Job Type

Full-time

Full Job Description

📋 Description

• As a Senior Enterprise Account Executive (Hunter) at Black Duck Software, Inc., you will drive new enterprise customer acquisition and revenue growth by selling the company’s Application Security platform, with a focus on Software Composition Analysis (SCA) and open-source risk management. This role is critical to expanding Black Duck’s footprint in the TOLA region (Texas, Oklahoma, Louisiana, Arkansas) and helping organizations build secure, high-quality software while maximizing development speed.
• You will own the full new-business sales cycle—from prospecting and qualification to technical evaluation, negotiation, and close—while building and executing territory plans targeting high-value enterprise prospects. Your day-to-day includes identifying greenfield opportunities through outbound prospecting, partner collaboration, and market intelligence, as well as driving competitive takeouts by positioning Black Duck as the preferred SCA and AppSec platform.
• You will engage senior engineering, security, and DevOps leaders—including CISOs, CTOs, AppSec leaders, and DevOps executives—to lead executive-level conversations around open-source governance, SBOM strategy, and secure SDLC modernization, delivering compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gains.
• Black Duck is a recognized pioneer in application security, providing industry-leading SAST, SCA, and DAST solutions that help teams find and fix vulnerabilities across proprietary code, open-source components, and application behavior. The company enables organizations to secure the modern software supply chain and strengthen DevSecOps practices through powerful tools, services, and deep expertise. You will collaborate with Sales Engineering, Marketing, and SDR teams to accelerate pipeline generation, represent Black Duck at industry events, and provide market feedback to influence product roadmap and positioning.
• In this role, you will achieve new-logo ARR targets and pipeline creation goals, improve competitive win rates by displacing incumbent solutions, and rapidly expand Black Duck’s presence in target industries. You will develop high-velocity sales cycles with strong forecasting accuracy and CRM hygiene, while refining your strategic selling, negotiation, and executive engagement skills in a high-impact, fast-growing cybersecurity market.

🎯 Requirements

• 7–10+ years of 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
• 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

• Opportunity to work remotely while covering the TOLA region (Texas, Oklahoma, Louisiana, Arkansas)
• Role at a recognized pioneer in application security with industry-leading SAST, SCA, and DAST solutions
• Chance to sell into high-value enterprise accounts and drive multi-million-dollar ARR growth
• Collaboration with Sales Engineering, Marketing, and SDR teams to accelerate pipeline and campaign execution
• Exposure to executive-level conversations with CISOs, CTOs, AppSec leaders, and DevOps executives
• Platform to represent Black Duck at industry events and influence product roadmap through market feedback

Skills & Technologies

Azure

Jenkins

GitLab

GitHub

Senior

Remote

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Black Duck Software, Inc.

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About Black Duck Software, Inc.

Black Duck Software provides automated solutions for managing security, license compliance, and code quality in open-source software. Its flagship platform scans applications to identify open-source components, detect known vulnerabilities, enforce license policies, and prioritize remediation. Serving development, security, and DevOps teams, the company integrates with CI/CD pipelines to deliver continuous monitoring and governance across the software supply chain. Founded in 2003 and headquartered in Burlington, Massachusetts, Black Duck became part of Synopsys in 2017 but continues to operate under its own brand, helping organizations reduce risk and accelerate secure software delivery.

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