Lead Enterprise Account Executive – Federal/SLED

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete new-business sales cycle—from identifying prospects and qualifying leads to conducting technical evaluations, negotiating, and closing deals.

• Develop and implement territory strategies focused on high-value enterprise prospects across various industries.

• Discover and cultivate greenfield opportunities through outbound prospecting, collaboration with partners, and market research.

• Drive competitive takeouts and establish Black Duck as the leading AppSec platform.

• Regularly meet new-logo ARR targets and goals for pipeline creation.

• Establish multi-threaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement decision-makers.

• Lead discussions at the executive level regarding open-source governance, SBOM strategy, and secure SDLC modernization.

• Present compelling business cases that quantify risk reduction, ensure compliance alignment, and enhance developer productivity.

• Conduct disciplined, high-velocity sales cycles characterized by strong qualification, precise forecasting, and effective CRM management.

• Collaborate with Sales Engineering to assist prospects through technical validation, Proofs of Concept (PoCs), and integration discussions.

• Navigate intricate procurement processes, legal evaluations, and multi-stakeholder decision-making cycles.

• Work together with Marketing and SDR teams to expedite pipeline generation and execute campaigns.

• Represent Black Duck at industry events, conferences, and customer briefings.

• Provide market insights to Product and Marketing teams to influence product roadmap and positioning.

• Stay updated on AppSec trends, regulatory pressures, and emerging risks in the software supply chain.

• Consistently meet new-logo ARR and pipeline generation targets.

• Achieve strong competitive win rates and successfully displace existing solutions.

• Facilitate the rapid growth of Black Duck’s presence in targeted industries and territories.

• Maintain high-quality forecasting and disciplined sales execution.

⛳️ Requirements

• Experience in enterprise new-business sales within cybersecurity, DevSecOps, developer tooling, or related technical fields.

• Demonstrated success in hunting and closing large, complex enterprise deals with multi-million-dollar ARR impact, particularly within the Federal/SLED sector.

• Strong knowledge of Application Security, SCA, SBOM, and contemporary software supply chain challenges.

• Ability to effectively engage both technical and executive audiences with confidence and credibility.

• Outstanding skills in prospecting, negotiation, and strategic selling.

• Experience in selling SCA or AppSec platforms (e.g., solutions akin to Black Duck, Snyk, Veracode, Checkmarx, GitHub Advanced Security).

• Familiarity with CI/CD ecosystems such as GitHub, GitLab, Jenkins, Azure DevOps, and Bitbucket.

• Background in selling to Fortune 500 or global enterprise organizations.

🏝️ Benefits

• Competitive salary

• Remote work options