Lead Sales Engineer (South East)

Black Duck Software, Inc. is hiring a Lead Sales Engineer to partner with Account Executives on new-business sales and advise prospective customers throughout the sales cycle. The role focuses on technical discovery, demonstrations, proof-of-value engagements, and tailored application security solutions to support customer acquisition.

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

Requirements:

• 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