Enterprise Account Executive

Enterprise Account Executive - Northeast

Location:

Candidates will ideally be in New Jersey, New York, Massachusetts, Connecticut or Pennsylvania.

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, DAST and AI 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 Dev Sec Ops  practices.

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 maximise 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.

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.