Lead Sales Engineer (Central)

Black Duck; Denver (CO); Remote; USD 141,000 - 212,000; Full time

Job summary

Black Duck Software, Inc. is seeking a motivated Lead Sales Engineer to join our Enterprise/Commercial team.

You will partner with Account Executives to expand new business, articulate value of SAST, SCA, DAST and LLM-based security solutions, and guide prospects through the technical decision process. You will lead technical discovery, deliver product demonstrations, tailor solutions to customer needs, and help accelerate deal velocity with executive stakeholders while staying current on

Qualifications

• 8+ years in sales engineering, solutions engineering, or pre-sales in application security/DevSecOps.
• Strong understanding of application security concepts, vulnerabilities, and testing methods.
• Hands-on with SAST, SCA, or DAST technologies.
• Familiarity with AI-based code development tools and modern DevSecOps workflows.

Responsibilities

• Support new business sales cycles with Account Executives to drive net-new customer acquisition.
• Lead technical discovery sessions, product demos, and proof-of-value engagements.
• Position and articulate value of SAST, SCA, DAST and LLM-based solutions for customer needs.
• Analyze prospect environments to design tailored security solutions.
• Create and deliver technical presentations to technical buyers and executives.
• Collaborate with Account Executives to differentiate Black Duck in competitive cycles.
• Contribute to account planning to grow pipeline and win rates.
• Support integration discussions in AI-based DevSecOps environments.

Skills

Sales engineering

Solutions engineering

Technical pre-sales

Application security

DevSecOps

Tools

SAST

SCA

DAST

LLM tools

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 – Enterprise / Commercial

(Central area - Remote)

Black Duck Software, Inc. helps organizations build secure, high-quality software—minimizing risk while maximizing speed and productivity. A recognized pioneer in application security, Black Duck provides SAST, SCA, DAST and LLM based solutions that enable teams to rapidly identify and remediate vulnerabilities across proprietary code, open-source components, and application behavior. With industry-leading tools, services, and deep expertise, Black Duck empowers organizations to integrate security across the entire AI based DevSecOps lifecycle.

We are seeking a motivated and customer-focused Lead Sales Engineer to join our Enterprise / Commercial team, partnering closely with a team of Account Executives focused on new business acquisitions. This individual will play a critical role in helping drive new customer growth by aligning technical expertise with strategic sales execution, ensuring prospects clearly understand the value and differentiation of our application security solutions.

Role Overview

As a Lead Sales Engineer, you will act as a trusted technical advisor throughout the new business sales cycle, working alongside Account Executives to engage prospective customers, uncover their needs, and deliver compelling, solution-oriented outcomes. You must bring a consultative, forward-looking approach to every interaction, helping to accelerate deal velocity and build confidence with technical and executive stakeholders alike.

Key Responsibilities

• Proven ability to support new business sales cycles in partnership with quota-carrying Account Executives to develop and execute technical strategies that drive net-new customer acquisition
• Lead technical discovery sessions, product demonstrations, and proof-of-value engagements for prospective customers
• Position and articulate the value of SAST, SCA, DAST and LLM based solutions in the context of customer-specific challenges and priorities
• Analyze prospect environments and requirements to design tailored, high-impact application security solutions
• Support early-stage opportunity shaping by helping prospects understand risks, gaps, and potential business impact
• Create and deliver compelling technical presentations aligned with both technical buyers and executive stakeholders
• Collaborate with Account Executives to differentiate Black Duck in competitive, net-new sales cycles
• Contribute to account planning strategies with a focus on expanding pipeline and increasing win rates
• Support technical validation and integration discussions within customer AI based DevSecOps environments
• Stay current on application security trends, competitive landscape, and emerging technologies

Required Qualifications

• 8+ years of experience in sales engineering, solutions engineering, or technical pre-sales, ideally within application security or DevSecOps
• Proven ability to support new business sales cycles in partnership with quota-carrying Account Executives
• Strong understanding of application security concepts, vulnerabilities, and testing methodologies
• Hands‑on or working experience with SAST, SCA, or DAST technologies
• Familiarity with AI based Code Development tools and workflows.
• Technical background in software development, security engineering, or related fields
• Exceptional communication skills, with the ability to clearly convey complex technical concepts to diverse audiences
• Demonstrated ability to influence technical decision-makers and build credibility quickly in early-stage engagements

Preferred Qualifications

• Experience supporting high-growth, hunter-led sales environments
• Prior consulting or solutions engineering experience
• Familiarity with DevOps practices, CI/CD pipelines, and modern development workflows including Agentic development workflows.
• Strong business acumen with the ability to connect technical capabilities to business outcomes and risk mitigation

Pay Range: $141,200 USD - $211,800 USD

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.