Job Description

Lead Sales Engineer – Enterprise / Commercial

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, DAST and LLM based solutions that enable teams to rapidly identify and remediate vulnerabilities across proprietary code, open-source components, and application behavior. With industry-leading tools, services, and deep expertise, Black Duck empowers organizations to integrate security across the entire AI based DevSecOps lifecycle.

We are seeking 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.

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