Black Duck

Account Executive

• Drive top-line sales revenue in a targeted market segment or geographically defined territory
• Drive adoption of software and services agreements in the territory to ensure long-term relationships and maximum contract value
• Focus on relationship building with key stakeholders in your account base
• Guide prospects through a methodical sales process to facilitate positive outcomes
• Work through our Channel organization & partners to close business
• Ensure customer success and value
• Occasionally represent Black Duck at local and/or industry events to support your territory
• Work with your manager to build a go to market plan & execute to that plan
• Maintain accurate Salesforce information and forecasting
• Minimal travel expected as this is an inside sales role.

Senior Inside Sales Representative

Analyst

• Own and drive forecasting accuracy and pipeline health across the go-to-market organization
• Establish and execute a structured forecasting cadence, leading pipeline reviews
• Ensure pipeline hygiene to support reliable revenue visibility
• Consolidate and validate forecasts across regions and segments to ensure accuracy and consistency
• Develop standardized forecast views aligned to revenue targets
• Deliver clear visibility into forecast performance, gaps, and risk areas
• Analyze pipeline health and identify gaps and risks relative to targets
• Establish and enforce pipeline hygiene standards
• Develop reporting on pipeline coverage and performance trends
• Partner with cross-functional teams to align on forecasting methodology and data integrity

Lead Analyst, Forecasting & Pipeline Management

Manager

• Own and maintain Black Duck's list pricing across all product lines
• Define pricing tiers and document structures as authoritative reference
• Drive annual and ad hoc pricing reviews, synthesizing inputs into pricing recommendations
• Establish pricing governance processes to prevent unauthorized discounting
• Partner with Product and Product Marketing to design and evolve packaging

Pricing Strategist, Market Intelligence Manager

Vice President

• Define and own the operating model for the unified Technical Services organization.
• Lead all phases of the customer technical journey: onboarding, implementation, adoption, value realization, and continuous advisory services.
• Build and execute a scalable, repeatable delivery methodology across customer segments (SMB, Commercial, Enterprise, Strategic/Federal).
• Establish clear role boundaries, handoff protocols, and engagement models between Technical Services, Customer Success, and Support.
• Champion a "get the job done for our customers" mindset across the entire organization.
• Ensure rapid, high-quality technical onboarding that accelerates time-to-value and drives long-term product adoption.
• Oversee project management, regional services management, and program services functions responsible for implementation of Black Duck's AppSec platform.
• Drive engineering-led delivery standards, solution architecture guidance, and integration best practices across CI/CD pipelines, cloud platforms, and developer tooling.
• Lead the Technical Account Manager (TAM) function responsible for sustained product adoption, health management, and renewal readiness across the customer base.
• Own adoption frameworks that translate product deployment into measurable business outcomes and security posture improvements.
• Establish a rigorous, outcome-based services model that connects technical delivery to customer-defined business objectives.

Senior Inside Sales Representative

Lead Analyst, Forecasting & Pipeline Management

Pricing Strategist, Market Intelligence Manager

Vice President – Technical Services