Lead Sales Engineer - Enterprise/Commercial

Black Duck Software, Inc.; Burlington (MA); On-site; USD 141,200 - 211,800; Full time

Job summary

A leading application security firm is seeking a Senior Staff Sales Engineer to drive enterprise sales and become a trusted advisor to high-profile clients. This dynamic role involves diagnosing customer challenges, presenting tailored solutions, and crafting compelling narratives to win deals. Ideal candidates will have over 8 years of experience in sales engineering with a strong grasp of application security concepts and methodologies. The position offers a competitive salary range of $141,200 - $211,800, attracting top talent looking for impactful careers.

Qualifications

• 8+ years of sales engineering / pre-sales experience in AppSec.
• Real understanding of application security and testing methodologies.
• Strong background in SAST, SCA, or DAST.

Responsibilities

• Drive strategy with AE partners to unlock enterprise deals.
• Run demos and POCs turning requirements into wow moments.
• Diagnose customer pain and architect solutions.

Skills

Sales engineering / pre-sales in AppSec

Application security understanding

Strong SAST, SCA, DAST experience

Software development or security engineering

Elite communication skills

Curiosity and creativity

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.

Lead Sales Engineer – Application Security

Own the Room. Architect the Deal. Redefine AppSec.

Black Duck Software isn’t here to play small. We help the world’s top enterprises ship secure, high- quality software without slowing down. As pioneers in SAST, SCA, and DAST, we’ve spent years setting the standard for AppSec — and we’re not done.

Now we’re looking for a Senior Staff Sales Engineer who can bring technical gravity, stage presence, and a bit of swagger. Someone who can walk into a room full of architects, CISOs, or developers and immediately take control of the conversation. Someone who sees complex customer problems and thinks: let’s go.

If you’re the SE who thrives on pressure, loves the chase, and delivers the technical knockout punch that makes deals close, keep reading.

Your Mission

• Be the technical closer. Drive strategy with your AE partners and unlock enterprise deals others can’t.
• Run killer demos and POCs. Turn complex requirements into “wow, we need this” moments.
• Diagnose customer pain fast. Architect solutions across SAST, SCA, DAST, SDLC, and DevSecOps pipelines.
• Win competitive battles. You’ll know exactly how to position Black Duck and outmaneuver the field.
• Own the narrative. Deliver high-impact presentations that land with engineers and executives.
• Embed in their stack. CI/CD, cloud, containers, you name it — you’ll show them how it all fits.
• Be the expert customers trust. When things get technical, you’re the one they want in the room.

What You Bring

• 8+ years of sales engineering / pre-sales in AppSec or something damn close
• Real understanding of application security, vulnerabilities, and testing methodologies
• Strong SAST, SCA, or DAST experience (bonus points if you’ve used multiple)
• Software development or security engineering chops — you’re not afraid of code
• Elite communication skills (you can explain anything to anyone)
• Curiosity, creativity, and a comfort with ambiguity — you don’t need a script

Nice- to-Haves

• Consulting or enterprise architecture background
• Experience with DevOps tools, CI/CD systems, and modern SDLC workflows
• Ability to juggle multiple high- stakes engagements without breaking a sweat
• A strategic mindset — you solve the problem and shape the deal
• Passion for AppSec and a desire to help customers level up their security posture

Why This Role Matters

You won’t be “the demo person.”

You’ll be the technical brand customers remember.

The trusted advisor who shapes security programs.

The difference-maker between a maybe and a yes.

If you want a quiet job, this isn’t it.

If you want impact, visibility, and big wins — welcome home.

Pay Range

$141,200 - $211,800 USD

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.