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.

Senior Director, New Logo Acquisition | Department: Sales — New Logo Acquisition

Location: EMEA (Remote) Considering applications in UK, Ireland, France, Germany, Italy |Reports To: Vice President, New Logo Acquisition

ABOUT BLACK DUCK

Black Duck is the industry's most trusted name in application security. Our Polaris platform delivers the only unified AppSec portfolio - SAST, SCA, and AI-powered dynamic testing - in a single cloud-native SaaS solution. Recognized as the highest Ability to Execute in the 2025 Gartner Magic Quadrant for Application Security Testing, Black Duck helps enterprise engineering and security teams ship secure software at speed.

THE OPPORTUNITY

As Senior Director, New Logo Acquisition, you will lead a team of enterprise Account Executives focused exclusively on winning net new enterprise customers within your assigned region. Reporting directly to the Vice President, New Logo Acquisition, you will be responsible for delivering regional new logo ARR targets, building a high-performance sales culture, and coaching your team to consistently create, advance, and close complex enterprise opportunities.

This is a critical frontline leadership role for a highly strategic organization. You will serve as the operational and coaching backbone of the business, translating corporate strategy into disciplined execution, accurate forecasting, and repeatable sales success. If you are passionate about developing top-performing enterprise sellers and driving measurable growth in a fast-moving cybersecurity market, this role offers an exceptional opportunity to make an immediate impact.

WHAT YOU WILL DO

Regional Sales Leadership

• Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region.

• Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition.

• Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance.

• Recruit and onboard top sales talent as the organization grows.

• Set clear performance expectations and development plans for each member of your team.

Revenue Generation

• Own and deliver the regional new logo ARR target.

• Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline.

• Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC.

• Personally engage in strategic opportunities to help accelerate deal progression and improve close rates.

• Monitor performance against quota and implement corrective actions when needed.

Forecasting & Operational Excellence

• Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition.

• Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce.

• Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement.

• Partner with Revenue Operations to support reporting, territory management, and performance analytics.

Strategy & Execution

• Translate go-to-market priorities into focused regional execution plans.

• Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion.

• Help refine account segmentation, prospecting strategies, and competitive positioning.

• Share market feedback and competitive intelligence to strengthen the new logo playbook.

Cross-Functional Collaboration

• Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements.

• Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding.

• Work with Marketing and Business Development to optimize territory-level demand generation efforts.

• Serve as the voice of the field to internal stakeholders.

WHAT YOU WILL BRING

• 8+ years of enterprise software sales experience, including at least 3 years managing quota-carrying Account Executives.

• Proven success leading teams focused on net new logo acquisition and consistently exceeding new business targets.

• Experience selling to enterprise organizations (5,000+ employees) and engaging with CISO, CTO, VP of Engineering, and other senior technical and business stakeholders.

• Strong coaching skills with a demonstrated ability to improve rep productivity and performance.

• Deep familiarity with structured enterprise sales methodologies such as MEDDPICC, Challenger, or Force Management.

• Experience in cybersecurity, application security, DevSecOps, or related enterprise technology markets strongly preferred.

• Analytical mindset with strong forecasting and pipeline management capabilities.

• Proficiency with Salesforce, Clari, Gong, Outreach, and other modern sales tools.

• Excellent communication skills, executive presence, and the ability to influence across functions.

• Fluency in English required; additional language skills relevant to your market are a plus.

WHY BLACK DUCK

• Lead a strategically critical region within a newly formed, high-priority sales organization.

• Develop and mentor elite enterprise sellers in a culture built around winning new logos.

• Represent a market-leading platform in one of the fastest-growing segments in enterprise technology.

• Benefit from strong executive sponsorship, robust operational support, and significant market opportunity.

• Competitive compensation with substantial upside tied directly to regional performance.

COMPENSATION & BENEFITS

Black Duck offers a competitive compensation package including a base salary and variable incentive plan commensurate with experience and regional market benchmarks. This role includes equity participation, comprehensive health and wellness benefits, and generous paid time off. Full details will be discussed during the recruitment process.

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.