Black Duck

Account Executive

• Drive top-line sales revenue in a targeted market segment or geographically defined territory
• Drive adoption of software and services agreements in the territory to ensure long-term relationships and maximum contract value
• Focus on relationship building with key stakeholders in your account base
• Guide prospects through a methodical sales process to facilitate positive outcomes
• Work through our Channel organization & partners to close business
• Ensure customer success and value
• Occasionally represent Black Duck at local and/or industry events to support your territory
• Work with your manager to build a go to market plan & execute to that plan
• Maintain accurate Salesforce information and forecasting
• Minimal travel expected as this is an inside sales role.

Senior Inside Sales Representative

Analyst

• Own and drive forecasting accuracy and pipeline health across the go-to-market organization
• Establish and execute a structured forecasting cadence, leading pipeline reviews
• Ensure pipeline hygiene to support reliable revenue visibility
• Consolidate and validate forecasts across regions and segments to ensure accuracy and consistency
• Develop standardized forecast views aligned to revenue targets
• Deliver clear visibility into forecast performance, gaps, and risk areas
• Analyze pipeline health and identify gaps and risks relative to targets
• Establish and enforce pipeline hygiene standards
• Develop reporting on pipeline coverage and performance trends
• Partner with cross-functional teams to align on forecasting methodology and data integrity

Lead Analyst, Forecasting & Pipeline Management

Manager

• Own and maintain Black Duck's list pricing across all product lines
• Define pricing tiers and document structures as authoritative reference
• Drive annual and ad hoc pricing reviews, synthesizing inputs into pricing recommendations
• Establish pricing governance processes to prevent unauthorized discounting
• Partner with Product and Product Marketing to design and evolve packaging

Pricing Strategist, Market Intelligence Manager

Vice President

• Define and own the operating model for the unified Technical Services organization.
• Lead all phases of the customer technical journey: onboarding, implementation, adoption, value realization, and continuous advisory services.
• Build and execute a scalable, repeatable delivery methodology across customer segments (SMB, Commercial, Enterprise, Strategic/Federal).
• Establish clear role boundaries, handoff protocols, and engagement models between Technical Services, Customer Success, and Support.
• Champion a "get the job done for our customers" mindset across the entire organization.
• Ensure rapid, high-quality technical onboarding that accelerates time-to-value and drives long-term product adoption.
• Oversee project management, regional services management, and program services functions responsible for implementation of Black Duck's AppSec platform.
• Drive engineering-led delivery standards, solution architecture guidance, and integration best practices across CI/CD pipelines, cloud platforms, and developer tooling.
• Lead the Technical Account Manager (TAM) function responsible for sustained product adoption, health management, and renewal readiness across the customer base.
• Own adoption frameworks that translate product deployment into measurable business outcomes and security posture improvements.
• Establish a rigorous, outcome-based services model that connects technical delivery to customer-defined business objectives.

Vice President – Technical Services

Data Scientist

• Own end-to-end sales reporting frameworks, dashboards, and scorecards
• Develop role-based dashboards for reps, managers, and leadership
• Establish reporting standards (definitions, filters, governance) and ensure a single source of truth
• Embed reporting into business cadences (pipeline reviews, QBRs, exec readouts)
• Define and govern the core KPI framework used to manage the business
• Deliver reporting on seller attainment, productivity, and performance distribution
• Provide visibility across company, region, segment, and rep levels
• Track performance trends (QoQ, YoY) and highlight gaps
• Develop reporting on pipeline creation, coverage vs target, and pipeline gaps
• Build pipeline inspection views (progression, aging, stalled deals)
• Implement funnel analytics (conversion rates, time in stage)
• Deliver rolling and 12-month pipeline trend analysis
• Translate data into clear insights: what’s happening, why, and what actions are needed
• Provide insights across win rates, revenue quality, renewal performance, cross-sell, and customer trends
• Deliver executive-ready reporting for weekly, monthly, and quarterly reviews
• Identify trends across segments, regions, and brands
• Partner with Sales, RevOps, Finance, Marketing, and Data teams on KPI definitions and reporting standards
• Ensure data accuracy and alignment across systems
• Support reporting operationalization, validation, and continuous improvement
• Own the sales reporting ecosystem, ensuring scalability, accuracy, and adoption
• Lead cross-functional analytics initiatives that impact business performance measurement
• Serve as subject matter expert in sales reporting and pipeline analytics
• Operate independently with high ownership of deliverables

Sales Analytics Lead

Sales

• Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region.
• Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition.
• Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance.
• Recruit and onboard top sales talent as the organization grows.
• Set clear performance expectations and development plans for each member of your team.
• Own and deliver the regional new logo ARR target.
• Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline.
• Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC.
• Personally engage in strategic opportunities to help accelerate deal progression and improve close rates.
• Monitor performance against quota and implement corrective actions when needed.
• Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition.
• Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce.
• Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement.
• Partner with Revenue Operations to support reporting, territory management, and performance analytics.
• Translate go-to-market priorities into focused regional execution plans.
• Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion.
• Help refine account segmentation, prospecting strategies, and competitive positioning.
• Share market feedback and competitive intelligence to strengthen the new logo playbook.
• Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements.
• Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding.
• Work with Marketing and Business Development to optimize territory-level demand generation efforts.
• Serve as the voice of the field to internal stakeholders.

Senior Director, New Logo Sales

• 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 AppSec platform.
• Consistently achieve new‑logo ARR targets and pipeline creation goals.
• 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.
• 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.
• 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.
• 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.

Lead Enterprise Account Executive – Federal/SLED

• Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region
• Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition
• Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance
• Recruit and onboard top sales talent as the organization grows
• Set clear performance expectations and development plans for each member of your team
• Own and deliver the regional new logo ARR target
• Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline
• Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC
• Personally engage in strategic opportunities to help accelerate deal progression and improve close rates
• Monitor performance against quota and implement corrective actions when needed
• Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition
• Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce
• Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement
• Partner with Revenue Operations to support reporting, territory management, and performance analytics
• Translate go-to-market priorities into focused regional execution plans
• Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion
• Help refine account segmentation, prospecting strategies, and competitive positioning
• Share market feedback and competitive intelligence to strengthen the new logo playbook
• Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements
• Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding
• Work with Marketing and Business Development to optimize territory-level demand generation efforts

Senior Director, New Logo Sales – EMEA

• 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 AppSec platform.
• Consistently achieve new‑logo ARR targets and pipeline creation goals.
• 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.
• 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.
• 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.