[Remote] Lead Enterprise Account Executive (West)

Note: The job is a remote job and is open to candidates in USA. Black Duck Software, Inc. is a pioneer in application security, helping organizations build secure and high-quality software. The Senior Enterprise Account Executive is responsible for acquiring new enterprise customers and driving revenue for Black Duck’s Application Security platform by engaging with senior leaders in engineering, security, and DevOps.ResponsibilitiesOwn the full new‑business sales cycle—from prospecting and qualification to technical evaluation, negotiation, and closeBuild and execute territory plans targeting high‑value enterprise prospects across industriesIdentify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligenceDrive competitive takeouts and position Black Duck as the preferred AppSec platformConsistently achieve new‑logo ARR targets and pipeline creation goalsBuild multi‑threaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholdersLead executive‑level conversations around open‑source governance, SBOM strategy, and secure SDLC modernizationDeliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gainsRun disciplined, high‑velocity sales cycles with strong qualification, forecasting accuracy, and CRM hygienePartner with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussionsNavigate complex procurement processes, legal reviews, and multi‑stakeholder decision cyclesCollaborate with Marketing and SDR teams to accelerate pipeline generation and campaign executionRepresent Black Duck at industry events, conferences, and customer briefingsProvide market feedback to Product and Marketing to influence roadmap and positioningStay current on AppSec trends, regulatory pressures, and emerging software supply chain risksSkillsEnterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domainsProven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar ARR impactStrong understanding of Application Security, SCA, SBOM, and modern software supply chain challengesAbility to engage both technical and executive audiences with credibility and confidenceExceptional prospecting, negotiation, and strategic selling skillsExperience 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 organizationsCompany OverviewBlack Duck® meets the board-level risks of modern software with True Scale Application Security, ensuring uncompromised trust in software for the regulated, AI-powered world. It was founded in 2002, and is headquartered in Burlington, Massachusetts, USA, with a workforce of 5001-10000 employees. Its website is http://www.blackducksoftware.com.