At a Glance
- Tasks: Lead a dynamic sales team to acquire new enterprise customers in EMEA.
- 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 high-priority sales organisation.
- Why this job: Make a real impact in a fast-growing cybersecurity market with a supportive culture.
- Qualifications: 8+ years in enterprise software sales and strong leadership skills required.
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.
ABOUT BLACK DUCK
Black Duck is the industry's most trusted name in application security. Our Polaris platform delivers the only unified AppSec portfolio - SAST, SCA, and AI-powered dynamic testing - in a single cloud-native SaaS solution. Recognized as the highest Ability to Execute in the 2025 Gartner Magic Quadrant for Application Security Testing, Black Duck helps enterprise engineering and security teams ship secure software at speed.
THE OPPORTUNITY
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 is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.
Senior Director, New Logo Sales (EMEA) employer: Black Duck
At Black Duck Software, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters innovation and collaboration. Our remote EMEA team enjoys the flexibility of working from various locations while benefiting from strong executive support, competitive compensation, and ample opportunities for professional growth in the rapidly evolving field of application security. Join us to lead a high-performing sales team and make a significant impact in a market-leading organisation dedicated to securing software development.
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 in getting your foot in the door.
✨Tip Number 2
Prepare for the interview by researching Black Duck's products and recent news. Show us that you’re not just another candidate; demonstrate your passion for application security and how you can contribute to our mission.
✨Tip Number 3
Practice your pitch! Be ready to discuss your experience in enterprise sales and how you've successfully led teams to acquire new logos. We want to hear about your strategies and successes!
✨Tip Number 4
Don’t forget to follow up after your interview! A quick thank-you email reiterating your interest in the role can keep you top of mind. Plus, it shows us that 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 any relevant experience you have with these frameworks, 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
✨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 the Interviewers
Don't just answer questions; engage in a conversation. Ask insightful questions about Black Duck's strategy and how they envision the role contributing to their goals. This shows your genuine interest and strategic thinking.
