Enterprise Account Manager

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

Job summary

Black Duck Software, Inc. is seeking an Enterprise Account Executive to lead growth across a portfolio of enterprise customers in the Northeast.

You will manage renewals, expansions, and strategic engagements with CISOs, CTOs, AppSec leaders, and DevOps teams, partnering with Customer Success and Sales Engineering to maximize revenue.

Experience selling Application Security or cybersecurity solutions is highly desirable; strong negotiation and forecasting skills are required.

Qualifications

• 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.

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

Application Security Sales

DevSecOps

Enterprise Software Sales

Negotiation

Account Planning

Tools

CRM

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.

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.

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.