Account Executive SLED

Black Duck; New York (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

Black Duck Software, Inc. helps organizations build secure, high-quality software, maximizing speed and productivity. The Account Executive SLED will drive new business on the East Coast, engaging senior security and technology leaders to position Black Duck as the strategic AppSec choice.

You will own the full sales cycle, from prospecting to close, while growing and retaining key government accounts. This role focuses on New York and nearby states, requiring strong executive engagement, market

Qualifications

• Deep understanding of the New York State government landscape.
• Familiarity with east coast states (FL, NJ, MA, VA, NC, SC, GA).
• Ability to build executive-level relationships with CIOs, CISOs, and other senior stakeholders.
• Familiarity with the New York Office of Information Technology Services (ITS).
• Active involvement, or strong familiarity with, the New York State Forum and related networking organizations.
• Proven experience developing new opportunities while growing and retaining existing accounts.
• 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 within the SLED sector.
• Ability to engage both technical and executive audiences with credibility and confidence.
• Exceptional prospecting, negotiation, and strategic selling skills.

Responsibilities

• 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.

Skills

Executive relationships

Open-source governance

SBOM strategy

Sales cycle management

Job description

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.

Account Executive SLED

Location: Ideal location is New York with preference in or near Albany, NY

Role Summary

The Account Executive SLED is responsible for developing new opportunities in the East Coast SLED region while growing and retaining existing accounts resulting in net‑new revenue for Black Duck’s Application Security platform.

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 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

• Deep understanding of the New York State government landscape.
• Familiarity with east coast states of FL, NJ, MA, VA, NC, SC, GA, etc.
• Ability to build and maintain executive‑level relationships with CIOs, CISOs, and other senior security/technology stakeholders
• Familiarity with the New York Office of Information Technology Services (ITS).
• Active involvement, or strong familiarity with, the New York State Forum and related networking organizations.
• Proven experience developing new opportunities while growing and retaining existing accounts
• 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 within the SLED sector.
• 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).
• Strong understanding of Application Security, SCA, SBOM, and modern software supply chain challenges.
• Proven track record selling into SLED organizations, including state agencies, county governments, municipalities, and other local government entities

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.