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For Companies At a Glance
- Tasks: Acquire new enterprise customers and drive revenue for Black Duck’s Application Security platform.
- Company: Join a leading cybersecurity firm focused on modern software supply chain security.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Dynamic role with opportunities to represent the company at industry events.
- Why this job: Make a significant impact in the cybersecurity space while engaging with top industry leaders.
- Qualifications: 7-10+ years in enterprise sales with a strong track record in cybersecurity.
The predicted salary is between 80000 - 100000 ÂŁ per year.
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
- 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, 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.
Lead Enterprise Account Executive employer: Black Duck
Contact Detail:
Black Duck Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Lead Enterprise Account Executive
✨Tip Number 1
Get your networking game on! Connect with industry professionals on LinkedIn, attend relevant events, and engage in conversations. The more people you know, the better your chances of landing that dream role.
✨Tip Number 2
Practice your pitch! Be ready to articulate how your experience aligns with the role of a Senior Enterprise Account Executive. Highlight your successes in acquiring new customers and closing complex deals to make a lasting impression.
✨Tip Number 3
Research the company inside out. Understand their products, market position, and competitors. This knowledge will help you tailor your conversations and demonstrate your genuine interest in Black Duck's mission.
✨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 serious about joining the team and ready to contribute to our success.
We think you need these skills to ace Lead Enterprise Account Executive
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the role of Lead Enterprise Account Executive. Highlight your experience in acquiring new enterprise customers and closing complex deals, as these are key for us at StudySmarter.
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us about your passion for cybersecurity and how your skills align with our mission. Be sure to mention any relevant experience with SCA or AppSec platforms.
Showcase Your Achievements: Quantify your successes! We love numbers, so include metrics that demonstrate your ability to drive revenue growth and achieve targets. This will help us see the impact you can bring to our team.
Apply Through Our Website: We encourage you to apply through our website for a smoother process. It helps us keep track of applications and ensures you don’t miss out on any important updates from us!
How to prepare for a job interview at Black Duck
✨Know Your Stuff
Before the interview, dive deep into Black Duck’s Application Security platform and its features, especially around Software Composition Analysis (SCA). Familiarise yourself with their competitors and be ready to discuss how you can position Black Duck as the go-to solution for enterprise customers.
✨Showcase Your Hunting Skills
Prepare specific examples of your past successes in acquiring new enterprise customers. Highlight your strategies for prospecting and closing complex deals, and be ready to discuss how you’ve navigated multi-stakeholder decision cycles in previous roles.
✨Engage with Confidence
Practice articulating your value proposition clearly and confidently. Be prepared to engage in executive-level conversations about open-source governance and secure SDLC modernization, showcasing your ability to connect with both technical and non-technical audiences.
✨Ask Insightful Questions
Prepare thoughtful questions that demonstrate your understanding of the market and the challenges faced by potential clients. This not only shows your interest but also positions you as a strategic thinker who can contribute to Black Duck’s growth.