Note: The job is a remote job and is open to candidates in USA. Black Duck Software, Inc. provides application security solutions that help organizations identify and remediate vulnerabilities across software. The Lead Sales Engineer partners with Account Executives to advise prospective customers, demonstrate solutions, and support new-business sales and technical validation.

Responsibilities

• Proven ability to support new business sales cycles in partnership with quota-carrying 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

Skills

• 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
• 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

Benefits

• Remote

Company Overview

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