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Lead Enterprise Account Executive
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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, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.
Senior Enterprise Account Executive
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 Senior 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, with a primary focus on Software Composition Analysis (SCA) and open‑source risk management.
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
New Logo Acquisition & Revenue Growth:
- 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 SCA and AppSec platform.
- Consistently achieve new‑logo ARR targets and pipeline creation goals.
Executive Engagement & Value Selling:
- 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.
- Deliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gains.
Sales Execution & Deal Leadership:
- Run disciplined, high‑velocity 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 multi‑stakeholder 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
- 7–10+ years of enterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains.
- Proven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar 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 Duck‑style 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 new‑logo 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.
- High‑quality forecasting and disciplined sales execution.
Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.
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As an Enterprise Sales Engineer, you will provide technical expertise through sales presentations, product demonstrations, and supporting technical evaluations (POVs). Sales Engineers help qualify and close opportunities with customers and partners and have a voice with the product team to help prioritize features based on input from customers, competitors, and partners.
What You’ll Do:
- Partner with the Sales team to articulate the overall Datadog value proposition, vision and strategy to customers
- Own technical engagement with customers during the trial phase. Communicate Datadog’s value based on activities and work with customers on any identified issues or concerns to successful conclusion
- Technically close complex opportunities through advanced competitive knowledge, technical skill, and credibility
- Deliver product and technical briefings / presentations to potential clients
- Maintain accurate notes and feedback in CRM regarding customer input both wins and losses
- Proactively engage and communicate with customers and Datadog business/technical teams regarding product feedback and competitive landscape
Who You Are:
- Passionate about educating customers on observability risks that are meaningful to their business, and able to build and execute an evaluation plan with a customer
- Someone with strong written and oral communication skills. This role requires an ability to understand and articulate both the business benefits (value proposition) and technical advantages of our offering
- Experienced in programming/scripting with any of the following: Java, Python, Ruby, Go, Node.JS, PHP, and .NET etc.
- Someone with a minimum of 3+ years in a Sales Engineering or DevOps Engineering role
- Able to sit up to 4 hours, traveling to and from client sites
- Able to travel via auto, train or air up to 45% of the time
Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you’re passionate about technology and want to grow your skills, we encourage you to apply.
Benefits and Growth:
- Best-in-breed onboarding
- Generous global benefits
- Intra-departmental mentor and buddy program for in-house networking
- New hire stock equity (RSUs) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- An inclusive company culture, able to join our Community Guilds and Inclusion Talks
Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.
About Datadog:
Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center.
Equal Opportunity at Datadog:
Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.
Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form. This form is for accommodation requests only and cannot be used to inquire about the status of applications.
Privacy and AI Guidelines:
Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.
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