Lead Sales Engineer (West Coast)

Francisco Partners; Mountain View (CA); On-site; USD 141,200 - 211,800; Full time

Job summary

Black Duck Software, Inc. is seeking a Lead Sales Engineer to serve as a trusted technical advisor throughout the new business sales cycle, partnering with Account Executives to engage prospects and tailor security solutions.

You will lead technical discovery, product demonstrations, and proof-of-value engagements, articulating the value of SAST, SCA, DAST and AI-based DevSecOps workflows to both technical buyers and executives.

Qualifications

• 8+ years in sales engineering or pre-sales in security domains.
• Experience supporting new business sales with quota-carrying Account Executives.
• Hands-on with SAST, SCA, or DAST technologies.
• Familiarity with AI-based Code Development tools and DevSecOps workflows.

Responsibilities

• Partner with Account Executives to drive technical strategies.
• Lead technical discovery sessions and product demos.
• Position SAST, SCA, DAST and LLM-based solutions for customers.
• Analyze environments to design tailored security solutions.
• Support early-stage opportunity shaping by clarifying risks.
• Create and deliver technical presentations for technical and executive buyers.
• Collaborate to differentiate Black Duck in net-new cycles.
• Contribute to account planning to grow pipeline and win rates.
• Support validation and integration discussions in DevSecOps environments.
• Stay current on application security trends and competitors.

Skills

Exceptional communication

Influence stakeholders

Education

Technical background in software development or security engineering

Tools

SAST

SCA

DAST

AI-based code development 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.

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

• 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

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 — $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.