Lead Enterprise Account Executive

Senior Enterprise Account Executive

Location: Ireland (Remote)

Black Duck helps organizations build secure, highquality software by minimizing risk and maximizing development speed. As a pioneer in application security, Black Duck delivers industryleading SAST, SCA, and DAST solutions that help teams identify and remediate vulnerabilities across proprietary code, opensource 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 Senior Enterprise Account Executive (Hunter) is responsible for acquiring new enterprise customers, penetrating greenfield accounts, and driving netnew revenue for Black Duck's Application Security platform.

This role is built for a highenergy, highimpact 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 newbusiness sales cycle-from prospecting and qualification to technical evaluation, negotiation, and close.
• Build and execute territory plans targeting highvalue 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 newlogo ARR targets and pipeline creation goals.

Executive Engagement & Value Selling:

• Build multithreaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholders.
• Lead executivelevel conversations around opensource 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, highvelocity 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 multistakeholder 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

• Enterprise newbusiness sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains.
• Proven track record of hunting and closing large, complex enterprise deals with multimilliondollar 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 Duckstyle 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 newlogo 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.
• Highquality forecasting and disciplined sales execution.