Lead Sales Engineer (South East)

Black Duck Software, Inc.; Jacksonville (FL); Remote; USD 141,000 - 212,000; Full time

Job summary

Black Duck Software, Inc. is seeking a Lead Sales Engineer for the Enterprise / Commercial team, focusing on the Southeast region with a remote work arrangement.

You will partner with Account Executives to drive new business by combining technical depth with strategic sales execution. As a trusted advisor, you will lead technical discovery, deliver demonstrations, and articulate the value of SAST, SCA, DAST and LLM based solutions to security-focused buyers.

Qualifications

• 8+ years in sales engineering or pre-sales in application security or DevSecOps.
• Experience supporting new business sales cycles with Account Executives.
• Strong understanding of application security concepts, vulnerabilities, and testing.
• Hands-on experience with SAST, SCA, or DAST technologies.
• Familiarity with AI-based code development tools and workflows.

Responsibilities

• Lead technical discovery sessions, product demonstrations, and proof-of-value engagements.
• Partner with Account Executives to develop and execute technical strategies for net-new customer acquisition.
• Position and articulate the value of SAST, SCA, DAST and LLM-based solutions.
• Analyze prospect environments and design tailored, high-impact security solutions.
• Support early-stage opportunity shaping by highlighting risks and business impact.
• Create and deliver technical presentations to both technical buyers and executives.
• Differentiate Black Duck in competitive, net-new sales cycles.
• Contribute to account planning to expand pipeline and win rates.
• Support validation and integration discussions within customer AI-based DevSecOps environments.
• Stay current on security trends and competitive landscape.

Skills

Sales engineering

New business sales

Application security

SAST

SCA

DAST

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 (South East 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, DASTandLLM basedsolutions that enable teams to rapidlyidentifyand remediate vulnerabilities across proprietary code, open-source components, and application behavior. With industry-leading tools, services, and deepexpertise, Black Duck empowers organizations to integrate security across the entireAI basedDevSecOpslifecycle.

We areseekinga motivated and customer-focused Lead Sales Engineer to join our Enterprise / Commercial team , partnering closely with a team of Account Executives focused on new businessacquisitions . This individual will play a critical role in helping drive new customer growth by aligning technicalexpertisewith 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. Youmustbring a consultative, forward-looking approach to every interaction, helping to acceleratedealvelocity 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 Executivesto 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, DASTand LLM basedsolutions 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 customerAI basedDevSecOpsenvironments
• 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 orDevSecOps
• 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 basedCodeDevelopment toolsand 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 workflowsincluding Agentic development workflows.
• Strong business acumen with the ability to connect technical capabilities to business outcomes and risk mitigation

Pay Range

$141,200 - $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.