Lead Sales Engineer (West)

Black Duck Software, Inc.; Mountain View (CA); On-site; USD 141,200 - 211,800; Full time

Job summary

Black Duck Software, Inc. is looking for a motivated Lead Sales Engineer to join their Enterprise team. This individual will partner closely with Account Executives to drive new customer growth.

The role involves leading technical sessions and analyzing prospect requirements to tailor application security solutions. Ideal candidates will have over 8 years of experience in sales engineering, especially in application security or DevSecOps.

Salary range for this position is $141,200 - $211,800 USD.

Qualifications

• 8+ years of experience in sales engineering, ideally within application security or DevSecOps.
• Strong understanding of application security concepts and testing methodologies.
• Exceptional communication skills to convey technical concepts to diverse audiences.

Responsibilities

• Act as a trusted technical advisor throughout the sales cycle.
• Lead technical discovery sessions and product demonstrations.
• Analyze prospect requirements to design tailored security solutions.

Skills

Sales engineering

Application security

Technical presentations

SAST

SCA

DAST

Tools

AI-based 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.

Lead Sales Engineer – Enterprise / Commercial

We are looking for 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

• 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.