Lead Enterprise Account Executive-Strategic Account Management

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 behavior. With a combination of industry-leading tools, services, and expertise, Black Duck helps organizations maximize security and quality in Dev Sec Ops  and throughout the software development life cycle.

Enterprise Account Executive – Central

Location:

Candidates will ideally be located in the Midwest, Central United States.

The Enterprise Account Executive is responsible for driving growth across an established portfolio of enterprise customers through strategic account management, renewals and expansion. This role is suited to a consultative seller who enjoys building long-term customer relationships, uncovering new opportunities within existing accounts and engaging with both executive and technical stakeholders. You’ll partner closely with Customer Success, Sales Engineering and Renewals teams to help customers maximise the value of Black Duck’s Application Security platform while delivering consistent revenue growth.

• Own and grow a portfolio of enterprise customers, driving renewals, retention and expansion.
• Develop strategic account plans to identify cross-sell, upsell and whitespace opportunities.
• Build trusted relationships with CISOs, CTOs, App Sec leaders, engineering and Dev Ops teams.
• Lead commercial discussions including renewals, negotiations and expansion opportunities.
• Partner with Customer Success, Sales Engineering and Marketing to maximize customer outcomes and revenue growth.
• Maintain accurate forecasting and disciplined CRM management.

• Experience selling Application Security, Dev Sec Ops , developer tooling or cybersecurity solutions is highly desirable.
• Familiarity with software development, CI/CD environments and software supply chain concepts.
• Proven experience growing and renewing enterprise software or cybersecurity accounts.
• Demonstrated success achieving expansion and retention targets within complex enterprise customers.
• Ability to build relationships across both executive and technical stakeholders.
• Strong commercial, negotiation and account planning skills.
• A naturally curious mindset with the ability to understand customers’ technical challenges and business priorities.

Pay Range $130,000 - $196,000 USD

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.