Enterprise Account Executive

Black Duck; Boston (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

Black Duck is seeking an Enterprise Account Executive for the Northeast, ideally located in the Northeast region. The role focuses on growing and renewing an established portfolio of enterprise customers and expanding strategic relationships with executive and technical stakeholders.

You will collaborate with Customer Success, Sales Engineering, and Renewals teams to maximize value, drive revenue growth, and ensure successful outcomes across the customer lifecycle.

Qualifications

• Experience selling Application Security, DevSecOps, developer tooling or cybersecurity solutions.
• Familiarity with software development, CI/CD environments and software supply chain concepts.
• Proven experience growing and renewing enterprise software or cybersecurity accounts.

Responsibilities

• 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, AppSec leaders, engineering and DevOps 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.

Skills

Enterprise sales

Account management

Negotiation

Strategic account planning

Relationship building

CRM forecasting

Cross-functional collaboration

Tools

CRM (Salesforce)

Job description

Enterprise Account Executive - Northeast

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

About Black Duck

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 DevSecOps practices.

Role Summary

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.

What you will do:

• 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, AppSec leaders, engineering and DevOps 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.

What you will have:

• Experience selling Application Security, DevSecOps, 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.