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. 

Who we are:

Raft (https://TeamRaft.com) is a customer-obsessed non-traditional defense tech company dedicated to empowering U.S. military and government agencies with cutting-edge AI/ML and data solutions. We are a leader in autonomous data fusion and Agentic AI, with a purposeful focus on Distributed Data Systems, Platforms at Scale, and Complex Application Development. With headquarters in McLean, VA, our range of clients includes innovative federal and public agencies leveraging design thinking, cutting-edge tech stack, and cloud-native ecosystem. We build digital solutions that impact the lives of millions of Americans.

What you will do: 

• Architect, develop, and implement end-to-end solutions for operators and data consumers.
• Collaborate with clients to architect, develop, and implement software solutions across the data layer, both in the Cloud and on-premises.
• Implement software best practices in a fast-paced team environment.

What we are looking for: 

• 3+ years of relevant industry experience.
• Hands-on experience with Rust, Java, or Kotlin.
• Proficiency with Kafka.
• Experience in creating web-socket and RESTful APIs.
• Familiarity with configuring CI/CD pipelines using GitLab Runners.
• Experience with Kubernetes monitoring (e.g., Prometheus, Grafana) and logging (e.g., Fluentbit, Kibana, Loki) solutions.
• Knowledge of AWS and/or other cloud computing solutions.
• Curiosity about time series and geospatial data.
• Ability to thrive in a fast-paced team environment, making technical decisions aligned with the team’s objectives.
• Bachelor's degree in Computer Science, Engineering, Physics, or Mathematics.
• Obtain Security+ certification within the first 90 days of employment with Raft.
• Willingness to travel up to 25%.

Highly preferred:

• Active or previously active security clearance
• Hands on experience with Rust
• Hands on experience working in distributed systems

Clearance Requirements:

• Active clearance preferred. Ability to obtain and maintain and active Top Secret/SCI security clearance
• Must be a US Citizen 

Salary Range:

• $120,000 - $180,000
• The determination of compensation is predicated upon a candidate's comprehensive experience, demonstrated skill, and proven abilities

Work Type:

• Onsite in Rome, Ny; Chantilly, Va; JBLM, Wa
• Domestic travel up to 35% to customer sites

What we will offer you: 

• Highly competitive salary
• Fully covered healthcare, dental, and vision coverage
• 401(k) and company match
• Take as you need PTO + 11 paid holidays
• Education & training benefits
• Generous Referral Bonuses
• And More!

Our Vision Statement: 

We bridge the gap between humans and data through radical transparency and our obsession with the mission. 

Our Customer Obsession: 

We will approach every deliverable like it's a product. We will adopt a customer-obsessed mentality. As we grow, and our footprint becomes larger, teams and employees will treat each other not only as teammates but customers. We must live the customer-obsessed mindset, always. This will help us scale and it will translate to the interactions that our Rafters have with their clients and other product teams that they integrate with. Our culture will enable our success and set us apart from other companies.

How do we get there? 

Public-sector modernization is critical for us to live in a better world. We, at Raft, want to innovate and solve complex problems. And, if we are successful, our generation and the ones that follow us will live in a delightful, efficient, and accessible world where out-of-box thinking, and collaboration is a norm. 

Raft’s core philosophy is Ubuntu: I Am, Because We are. We support our “nadi” by elevating the other Rafters. We work as a hyper collaborative team where each team member brings a unique perspective, adding value that did not exist before. People make Raft special. We celebrate each other and our cognitive and cultural diversity. We are devoted to our practice of innovation and collaboration. 

Who we are:

Raft is building a real-time data platform for the Department of Defense (DoD), aimed at enhancing operators' awareness of critical events, including instances like the Chinese balloon and Cessna over the White House incidents. Central to this data platform is the aggregation of real-time data from over 750 sensors. This data is subsequently enriched, rendered queryable, and ultimately presented as a common operational picture to empower operators in making time critical and pertinent decisions. Our system efficiently handles the processing of over a billion events daily, all achieved with millisecond-level latency. Key technologies include Kafka, Kafka Streams, Pinot, Java, Scala, and Kubernetes. Your involvement in this role will encompass hands-on collaboration with a team of accomplished individuals, collectively striving towards excellence.

What you will do: 

• Architect, develop and implement end-to-end cluster and application lifecycles 
• Work with clients architecting, developing and implementing Kubernetes or Docker solutions both in the Cloud and on-premises
• Develop and implement CI/CD pipelines 
• Implement GitOps for Software Delivery 

What we are looking for: 

• 3+ years of relevant DOD industry experience 
• 3+ years' experience with Docker and Kubernetes, provisioning production clusters and maintaining their compliance.
• Experience with building and managing data-intensive platforms using popular streaming technologies such as Kafka, Pinot, or FlinkExperience in data management technologies including ETL processing, data governance, and data storage
• Experience with AWS and/or other cloud computing solutions
• Experienced with building, deployment, release automation, or orchestration 
• Experience with Kubernetes monitoring (i.e. Prometheus, Grafana) and logging (i.e. Fluentbit, Kibana, Loki) solutions
• Experience with Infrastructure as Code (e.g. Terraform, Ansible, etc.) 
• Experience with configuring CI/CD pipelines using GitLab Runners 
• Obtain Security+ within the first 90 days of employment with Raft
• Ability to obtain and maintain a Secret clearance
• Ability to travel up to 25%

Highly preferred:

• Solid understanding of Helm Charts 
• Experience using a variety of package managers/dependency managers including Maven, Gradle, NPM, and Yarn 
• Knowledge of Istio, 
• Experience with supporting enterprise Cloud applications or infrastructure 
•  Experience in automation languages like Python or GoLang
•  Comfortable provisioning and debugging complex CI/CD pipelines

Clearance Requirements:

• Active Secret security clearance

Salary Range: $140,000 - $190,000

• The determination of compensation is predicated upon a candidate's comprehensive experience, demonstrated skill, and proven abilities

Work Type:

• Hybrid in Rome, NY or NCR (National Capital Region - DC)
• Domestic travel up to 35% to customer sites

What we will offer you: 

• Highly competitive salary
• Fully covered healthcare, dental, and vision coverage
• 401(k) and company match
• Take as you need PTO + 11 paid holidays
• Education & training benefits
• Generous Referral Bonuses
• And More!

Our Vision Statement: 

We bridge the gap between humans and data through radical transparency and our obsession with the mission. 

Our Customer Obsession: 

We will approach every deliverable like it's a product. We will adopt a customer-obsessed mentality. As we grow, and our footprint becomes larger, teams and employees will treat each other not only as teammates but customers. We must live the customer-obsessed mindset, always. This will help us scale and it will translate to the interactions that our Rafters have with their clients and other product teams that they integrate with. Our culture will enable our success and set us apart from other companies.

How do we get there? 

Public-sector modernization is critical for us to live in a better world. We, at Raft, want to innovate and solve complex problems. And, if we are successful, our generation and the ones that follow us will live in a delightful, efficient, and accessible world where out-of-box thinking, and collaboration is a norm. 

Raft’s core philosophy is Ubuntu: I Am, Because We are. We support our “nadi” by elevating the other Rafters. We work as a hyper collaborative team where each team member brings a unique perspective, adding value that did not exist before. People make Raft special. We celebrate each other and our cognitive and cultural diversity. We are devoted to our practice of innovation and collaboration.