Lead Enterprise Account Executive

Black Duck

Lead Enterprise Account Executive focused on acquiring new customers for Black Duck's Application Security solutions. Engage with executives and drive revenue growth in the cybersecurity domain.

Posted 5/20/2026full-timeRemote • 🇨🇦 CanadaSeniorWebsite

Tech Stack

Tools & technologies

AzureCyber SecurityJenkinsSDLC

About the role

Key responsibilities & impact

Own the full new‑business sales cycle—from prospecting and qualification to technical evaluation, negotiation, and close.
Build and execute territory plans targeting high‑value enterprise prospects across industries.
Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligence.
Drive competitive takeouts and position Black Duck as the preferred AppSec platform.
Consistently achieve new‑logo ARR targets and pipeline creation goals.
Build multi‑threaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholders.
Lead executive‑level conversations around open‑source governance, SBOM strategy, and secure SDLC modernization.
Deliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gains.
Run disciplined, high‑velocity sales cycles with strong qualification, forecasting accuracy, and CRM hygiene.
Partner with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussions.
Navigate complex procurement processes, legal reviews, and multi‑stakeholder decision cycles.
Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution.
Represent Black Duck at industry events, conferences, and customer briefings.
Provide market feedback to Product and Marketing to influence roadmap and positioning.
Stay current on AppSec trends, regulatory pressures, and emerging software supply chain risks.

Requirements

What you’ll need

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

Comp & perks

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law.
Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities.
Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

new-business salesprospectingqualificationnegotiationtechnical evaluationpipeline creationrisk reductioncompliance alignmentdeveloper productivitysales forecasting

Soft Skills

relationship buildingexecutive communicationstrategic sellingcredibilityconfidenceprospectingnegotiationcollaborationinfluencemarket feedback