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For Companies At a Glance
- Tasks: Drive new business sales and engage with top executives to secure enterprise accounts.
- Company: Join Black Duck, a leader in application security and software supply chain protection.
- Benefits: Competitive salary, dynamic work environment, and opportunities for professional growth.
- Other info: Collaborate with industry experts and represent Black Duck at major events.
- Why this job: Be at the forefront of cybersecurity, making a real impact on software security.
- Qualifications: 7-10 years in enterprise sales, with a focus on cybersecurity and DevSecOps.
The predicted salary is between 80000 - 100000 £ per year.
Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behaviour.
Role Summary
The Senior Enterprise Account Executive (Hunter) is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving net-new revenue for Black Duck’s Application Security platform, with a primary focus on Software Composition Analysis (SCA) and open-source risk management. This role is built for a high-energy, high-impact seller who excels at prospecting, competitive displacement, and closing complex enterprise deals. You will engage senior engineering, security, and DevOps leaders to position Black Duck as the strategic solution for modern software supply chain security.
Core Responsibilities
- New Logo Acquisition & Revenue Growth: 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 SCA and AppSec platform. Consistently achieve new-logo ARR targets and pipeline creation goals.
- Executive Engagement & Value Selling: 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.
- Sales Execution & Deal Leadership: 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.
- Market Expansion & Thought Leadership: 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.
Qualifications
Required:
- 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.
Preferred:
- 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.
Success Indicators:
- Consistent attainment of new-logo ARR and pipeline generation targets.
- Strong competitive win rates and successful displacement of incumbent solutions.
- Rapid expansion of Black Duck’s footprint within target industries and territories.
- High-quality forecasting and disciplined sales execution.
Black Duck considers all applicants for employment without regard to race, colour, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, 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.
Lead Enterprise Account Executive in London employer: Black Duck Software
Contact Detail:
Black Duck Software Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Lead Enterprise Account Executive in London
✨Tip Number 1
Get to know the company inside out! Research Black Duck's products, values, and recent news. This way, when you get that interview, you can show off your knowledge and passion for what they do.
✨Tip Number 2
Network like a pro! Connect with current employees on LinkedIn or attend industry events where Black Duck is present. Building relationships can give you insider info and even a referral!
✨Tip Number 3
Prepare for those tricky questions! Think about how your experience aligns with the role of Senior Enterprise Account Executive. Be ready to discuss your past successes in hunting and closing complex deals.
✨Tip Number 4
Don’t forget to follow up! After your interview, send a thank-you email to express your appreciation and reiterate your enthusiasm for the role. It’s a small gesture that can make a big impact!
We think you need these skills to ace Lead Enterprise Account Executive in London
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the Lead Enterprise Account Executive role. Highlight your experience in enterprise sales, especially in cybersecurity and DevSecOps. We want to see how your skills align with our mission at Black Duck!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're passionate about application security and how you can drive new business for Black Duck. Be sure to mention any relevant achievements that showcase your sales prowess.
Showcase Your Sales Success: When detailing your past roles, focus on quantifiable achievements. Did you exceed your sales targets? How did you contribute to revenue growth? We love numbers, so make sure to include them to demonstrate your impact!
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re keen on joining the Black Duck team!
How to prepare for a job interview at Black Duck Software
✨Know Your Stuff
Make sure you have a solid understanding of Black Duck's application security solutions, especially SAST, SCA, and DAST. Familiarise yourself with the latest trends in DevSecOps and how they relate to software supply chain security. This knowledge will help you engage confidently with technical and executive audiences.
✨Showcase Your Hunting Skills
Prepare to discuss your experience in acquiring new enterprise customers and closing complex deals. Have specific examples ready that highlight your success in prospecting and competitive displacement. This is your chance to demonstrate your high-energy, high-impact selling style!
✨Build Relationships
Think about how you can establish multi-threaded relationships with key stakeholders like CISOs and CTOs. Be ready to talk about how you've successfully engaged with these leaders in the past and how you plan to do it at Black Duck. Relationship-building is crucial for this role!
✨Be Ready for Technical Discussions
Since you'll be working closely with Sales Engineering, brush up on your technical knowledge related to software composition analysis and open-source risk management. Prepare to discuss how you would guide prospects through technical validation and integration discussions, showcasing your ability to navigate complex procurement processes.