Job Overview
Location
San Francisco Bay Area, Palo Alto, CA
Job Type
Full-time
Category
Sales
Date Posted
May 6, 2026
Full Job Description
đź“‹ Description
- • The Lead Enterprise Account Executive (West) role at Black Duck Software, Inc. is a high-impact, hunter-focused position responsible for acquiring new enterprise customers and driving net-new revenue for the company’s Application Security platform, with a primary emphasis on Software Composition Analysis (SCA) and open-source risk management. This role is critical to expanding Black Duck’s footprint in the Western United States by penetrating greenfield accounts and displacing incumbent solutions in competitive markets.
- • Day to day, the individual 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 across industries. They will engage senior engineering, security, and DevOps leaders (including CISOs, CTOs, and AppSec executives) to deliver compelling business cases around open-source governance, SBOM strategy, and secure SDLC modernization, partnering with Sales Engineering to guide technical validation, PoCs, and integration discussions.
- • Black Duck Software, Inc. is a recognized pioneer in application security, providing industry-leading SAST, SCA, and DAST solutions that help organizations build secure, high-quality software by minimizing risk and maximizing development speed. The company enables teams to quickly find and fix vulnerabilities in proprietary code, open-source components, and application behavior, strengthening DevSecOps practices and securing the modern software supply chain through a combination of tools, services, and deep expertise.
- • In this role, the individual will develop deep expertise in enterprise cybersecurity sales, master complex deal execution in technical domains, and become a trusted advisor to Fortune 500 and global enterprise leaders on software supply chain security. They will achieve consistent new-logo ARR targets, expand Black Duck’s market influence through thought leadership at industry events, and directly influence product and marketing strategy via frontline market feedback—positioning themselves for long-term career growth in high-velocity, technical enterprise sales.
🎯 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
🏖️ Benefits
- • Opportunity to represent Black Duck at industry events, conferences, and customer briefings as a thought leader
- • Direct influence on product and marketing roadmap through market feedback to Product and Marketing teams
- • Collaboration with Marketing and SDR teams to accelerate pipeline generation and campaign execution
- • Remote work flexibility covering the Western states with a focus on high-value enterprise territories
- • Access to industry-leading tools, services, and expertise in application security and DevSecOps
Skills & Technologies
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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