Lead Sales Engineer - Enterprise AI Security Solutions

Black Duck Software

California

On-site

USD 141,000 - 212,000

Full time

14 days+

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Job summary

Black Duck Software, Inc. seeks a Lead Sales Engineer for the Enterprise / Commercial team to drive new customer growth by aligning technical expertise with strategic sales execution and clearly communicating the value of our application security solutions.

In this role you will lead technical discovery, demonstrations, and proof-of-value engagements with Account Executives, translating complex security concepts into business outcomes for technical buyers and executives.

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.

Responsibilities

Partner closely with 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.