What are the responsibilities and job description for the Enterprise Account Executive - NEW LOGO position at Black Duck?
Enterprise Account Executive - NEW LOGO
Location: This is a remote role, covering the Southeastern states. Candidates should currently reside within this territory.
About Black Duck
Black Duck helps organizations build secure, high‑quality software by minimizing risk and maximizing development speed. As a pioneer in application security, Black Duck delivers industry‑leading SAST, SCA, and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code, open‑source components, and application behavior. With powerful tools, services, and deep expertise, Black Duck enables organizations to secure the modern software supply chain and strengthen DevSecOps practices.
Role Summary
The 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. 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
- 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.
- 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.
Qualifications
- Enterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains is highly desirable.
- Proven track record of hunting and closing large, complex enterprise deals.
- Ability to engage both technical and executive audiences with credibility and confidence.
- Exceptional prospecting, negotiation, and strategic selling skills.