At a Glance
- Tasks: Lead a team to acquire new enterprise customers and drive sales growth.
- Company: Join Black Duck, a leader in application security and DevSecOps.
- Benefits: Competitive salary, equity participation, health benefits, and generous paid time off.
- Other info: Opportunity for career growth in a dynamic and supportive environment.
- Why this job: Make an impact in a fast-growing cybersecurity market while developing top sales talent.
- Qualifications: 8+ years in enterprise software sales with strong leadership and coaching skills.
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.
As Senior Director, New Logo Acquisition, you will lead a team of enterprise Account Executives focused exclusively on winning net new enterprise customers within your assigned region. Reporting directly to the Vice President, New Logo Acquisition, you will be responsible for delivering regional new logo ARR targets, building a high-performance sales culture, and coaching your team to consistently create, advance, and close complex enterprise opportunities.
This is a critical frontline leadership role for a highly strategic organization. You will serve as the operational and coaching backbone of the business, translating corporate strategy into disciplined execution, accurate forecasting, and repeatable sales success. If you are passionate about developing top-performing enterprise sellers and driving measurable growth in a fast-moving cybersecurity market, this role offers an exceptional opportunity to make an immediate impact.
WHAT YOU WILL DO
- Regional Sales Leadership
- Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region.
- Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition.
- Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance.
- Recruit and onboard top sales talent as the organization grows.
- Set clear performance expectations and development plans for each member of your team.
- Revenue Generation
- Own and deliver the regional new logo ARR target.
- Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline.
- Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC.
- Personally engage in strategic opportunities to help accelerate deal progression and improve close rates.
- Monitor performance against quota and implement corrective actions when needed.
- Forecasting & Operational Excellence
- Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition.
- Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce.
- Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement.
- Partner with Revenue Operations to support reporting, territory management, and performance analytics.
- Strategy & Execution
- Translate go-to-market priorities into focused regional execution plans.
- Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion.
- Help refine account segmentation, prospecting strategies, and competitive positioning.
- Share market feedback and competitive intelligence to strengthen the new logo playbook.
- Cross-Functional Collaboration
- Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements.
- Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding.
- Work with Marketing and Business Development to optimize territory-level demand generation efforts.
- Serve as the voice of the field to internal stakeholders.
WHAT YOU WILL BRING
- 8+ years of enterprise software sales experience, including at least 3 years managing quota-carrying Account Executives.
- Proven success leading teams focused on net new logo acquisition and consistently exceeding new business targets.
- Experience selling to enterprise organizations (5,000+ employees) and engaging with CISO, CTO, VP of Engineering, and other senior technical and business stakeholders.
- Strong coaching skills with a demonstrated ability to improve rep productivity and performance.
- Deep familiarity with structured enterprise sales methodologies such as MEDDPICC, Challenger, or Force Management.
- Experience in cybersecurity, application security, DevSecOps, or related enterprise technology markets strongly preferred.
- Analytical mindset with strong forecasting and pipeline management capabilities.
- Proficiency with Salesforce, Clari, Gong, Outreach, and other modern sales tools.
- Excellent communication skills, executive presence, and the ability to influence across functions.
- Fluency in English; additional language skills relevant to your market are a plus.
WHY BLACK DUCK
- Lead a strategically critical region within a newly formed, high-priority sales organization.
- Develop and mentor elite enterprise sellers in a culture built around winning new logos.
- Represent a market-leading platform in one of the fastest-growing segments in enterprise technology.
- Benefit from strong executive sponsorship, robust operational support, and significant market opportunity.
- Competitive compensation with substantial upside tied directly to regional performance.
COMPENSATION & BENEFITS
Black Duck offers a competitive compensation package including a base salary and variable incentive plan commensurate with experience and regional market benchmarks. This role includes equity participation, comprehensive health and wellness benefits, and generous paid time off. Full details will be discussed during the recruitment process.
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. 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.
Senior Director, New Logo Sales (EMEA) employer: Black Duck Software
Black Duck Software, Inc. is an exceptional employer that fosters a dynamic and inclusive work culture, empowering employees to thrive in the fast-paced cybersecurity landscape. With a strong focus on professional development, competitive compensation, and a commitment to employee well-being, team members are encouraged to excel and innovate while contributing to a market-leading platform. The remote EMEA location offers flexibility and the opportunity to collaborate with top talent across various countries, making it an ideal environment for ambitious professionals seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Director, New Logo Sales (EMEA)
✨Tip Number 1
Network like a pro! Reach out to your connections in the industry, especially those who might know someone at Black Duck. A personal introduction can make all the difference when you're aiming for that Senior Director role.
✨Tip Number 2
Prepare for the interview by diving deep into Black Duck's products and services. Understand their application security solutions inside out, so you can confidently discuss how your experience aligns with their needs during the chat.
✨Tip Number 3
Showcase your leadership skills! Be ready to share examples of how you've built high-performance sales teams and driven new logo acquisition in your previous roles. This is key for a Senior Director position.
✨Tip Number 4
Don't forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you're genuinely interested in joining the Black Duck team.
We think you need these skills to ace Senior Director, New Logo Sales (EMEA)
Some tips for your application 🫡
Tailor Your CV:Make sure your CV is tailored to the Senior Director role. Highlight your experience in enterprise software sales and any leadership roles you've held. We want to see how your background aligns with our focus on new logo acquisition.
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to explain why you're passionate about application security and how you can drive growth at Black Duck. Be sure to mention specific achievements that demonstrate your ability to lead a high-performance sales team.
Showcase Your Sales Methodology Knowledge:We love candidates who are familiar with structured sales methodologies like MEDDPICC. Make sure to mention your experience with these frameworks in your application, as they’re crucial for success in this role.
Apply Through Our Website:Don’t forget to apply 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 you’re serious about joining our team at Black Duck.
How to prepare for a job interview at Black Duck Software
✨Know Your Stuff
Before the interview, dive deep into Black Duck's products and services, especially their Polaris platform. Understand how SAST, SCA, and DAST solutions work and be ready to discuss how these can benefit potential clients in the EMEA region.
✨Showcase Your Leadership Skills
As a Senior Director, you'll need to demonstrate your ability to lead and coach a team. Prepare examples of how you've successfully built high-performance sales cultures and driven new logo acquisition in previous roles.
✨Master the Sales Methodologies
Familiarise yourself with structured sales methodologies like MEDDPICC. Be prepared to discuss how you've applied these frameworks in your past experiences to achieve sales targets and improve team performance.
✨Engage with Strategic Insights
Bring insights about the cybersecurity market and trends to the table. Discuss how you would refine account segmentation and prospecting strategies based on your understanding of the competitive landscape and customer needs.
