Sr. Manager, Sales Engineering (Enterprise, West Coast)

Francisco Partners; Washington; On-site; USD 174,000 - 261,000; Full time

Job summary

Black Duck Software, Inc. in the Americas West region seeks a Sr. Manager of Sales Engineering to lead a high-performing team and partner with Enterprise Sales, Product, Engineering, and R&D to drive strategic initiatives in application security solutions.

You will evangelize SCA, SAST, DAST, IAST, and AI-driven code analysis, deliver tailored demos, and guide multiple PoCs to successful outcomes across developers to C-level executives.

Qualifications

• 3+ years of management experience in high-tech software sales or sales engineering leadership.
• 5+ years working in a high-tech software organization, ideally in Sales Engineering or Technical Sales.
• Strong understanding of modern software development, AI-assisted development, SBOM, functional safety and AppSec landscape.
• Excellent communication skills with the ability to articulate value drivers and technical differentiation.

Responsibilities

• Lead, coach, and develop a team of Sales Engineers to deliver exceptional technical partnerships to the Enterprise West sales organization.
• Drive a culture of excellence, accountability, and continuous improvement across the SE team.
• Partner with Sales Leadership to execute regional strategy, improve win rates, and support growth of new and existing businesses.
• Maintain a strong understanding of application security and how AppSec is sold through partners and MSPs.
• Lead and manage multiple PoCs, ensuring clear success criteria and strong technical validation.
• Provide deep technical expertise throughout sales cycles to influence outcomes and support expansion opportunities.
• Work closely with Product Management and R&D to provide actionable customer insights that guide product enhancements and roadmap direction.

Skills

Management experience

Excellent communication

Sales engineering leadership

AI code generation awareness

Cross-functional collaboration

Education

Bachelor's degree in CS, MIS, or equivalent

Tools

Java

C/C++

JavaScript

Ruby

Python

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.

Americas - Enterprise West - Sr. Manager, Sales Engineering

The Americas Enterprise West Sales Engineering Manager leads a high performing team of Sales Engineers, driving technical excellence, strategic engagement, and customer success across the Enterprise West region. This leader will partner closely with Enterprise Sales, Product Management, Engineering, and R&D to shape regional strategy, influence product direction, and accelerate new and expansion business. Our portfolio includes industry leading application security technologies across SCA, SAST, IAST, DAST, and AI-driven code analysis.

Key Responsibilities:

Sales Engineering Leadership & Strategy

• Lead, coach, and develop a team of Sales Engineers to deliver exceptional technical partnerships to the Enterprise West sales organization.
• Drive a culture of excellence, accountability, and continuous improvement across the SE team.
• Partner with Sales Leadership to execute regional strategy, improve win rates, and support growth of new and existing businesses.

Technical Expertise & Evangelism

• Maintain a strong understanding of application security.
• Strong understanding of how AppSec is sold through partners and MSPs.
• Stay current on modern AI code generation/AI assisted development practices to guide customer conversations and demos.
• Deliver polished presentations, technical briefings, and product discussions for audiences ranging from developers to C-level executives.

Customer Engagement & Technical Sales Excellence

• Create compelling, business aligned demonstrations tailored to technical, security, and legal stakeholders.
• Lead and manage multiple Proofs of Concept (PoCs), ensuring clear success criteria and strong technical validation.
• Provide deep technical expertise throughout sales cycles to influence outcomes and support expansion opportunities.

Cross Functional Collaboration & Product Feedback

• Work closely with Product Management and R&D to provide actionable customer insights that guide product enhancements and roadmap direction.

Key Requirements:

• 3+ years of management experience in high-tech software sales or sales engineering leadership.
• Bachelor's degree in computer science, MIS, or equivalent experience.
• 5+ years working in a high-tech software organization, ideally in Sales Engineering or Technical Sales.
• Strong understanding of modern software development, AI assisted development, SBOM, functional safety, deployment technologies, and the broader AppSec landscape.
• Excellent communication skills with the ability to articulate value drivers and technical differentiation.
• Proven ability to manage multiple sales cycles and operate effectively in a fast-paced environment.
• Open-minded, adaptable, and eager to stay current with new technologies and industry trends.
• Experience with SDLC processes, CI/CD tools, and at least one modern programming language (Java, C/C++, JavaScript, Ruby, Python).
• Ideal candidates will be based in the West US, CA, OR, WA, AZ, NM.

Nice to Have

• Direct Sales Engineering experience in the Application Security domain (SAST, DAST, IAST, SCA).

Pay Range

$173,900—$260,900 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.