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.

As a Director, Enterprise Account Management at Black Duck, you will lead a high-performing team driving the sale of industry-leading application security solutions. This Director must be highly motivated and have a proven track record of success leading teams that sell software tools to software development and security teams. The manager will work closely with their sales engineering peer and extended team to drive end-to-end solutions for our prospects and customers.

A principal goal for this position is to manage a team of individual contributors that sell enterprise software withinnamed accountsand prospects to buildpipelineandcreate a means forexceedingthe team’s booking target.

This position requires the leader to recruit, hire, train, mentor, and manage a team of individual contributors. The leader must have proven skills and experience in the selling of complex solutions in complicated customer environments.

Responsibilities:

Motivate and inspire their direct and extended team by understanding Black Duck’s value and how that helps make customers and partnerssuccessful.

KnowledgeableonBlack Duck’s tools and how they deliver value and differentiation in the competitive application security market.

Leada team of individual contributors to drive top-line sales bookings.

Drive regional growth through exceptional sales planning and execution.

Leadyourteam of RSMs through a business value selling process that differentiates Black Duck, maximizesvalueand sets up the customer success organization to achieve long term success with the customer.

Establish an operating cadence for their team that builds predictability and confidence for the team.

Provide weekly sales forecasts to senior managementwhile achieving +10/-5% quarterly forecast accuracy.

Ensure adequate pipeline coverage to meet or exceed quarterly and annualsales objectives.

Recruit, hire, train, and mentora diverse set ofindividual contributors while fostering a culture of diversity,equityand inclusion.

Assistregional sales managers with territory planning, account strategy, and sales execution and provide support in the field, as necessary.

Collaborate closely with all functional areas of the business including marketing,SEs,SDRs,renewal managers, customer success,productmanagementandR&D.

Coach and mentor individual contributors to guide prospects through a methodical sales process tofacilitatedecisionsand achieve forecast accuracy.

Ensure customer success.

Develop relationships with partner leaders in market andleveragepartners toidentifyopportunityand drivepipelineand coach the team on how to successfully drive a partner motion.

RepresentBlack Duckat local and/or industry events.

Ensure that individual contributorsmaintainaccurateforecastand account planning information.

Travel as necessary to client locationsand internal meetings.

Preferred Experience:

Track recordof successfully buildingpipelineand exceeding financial targets.

Positive references from past leaders and team members.

SaaS and on premSoftwareengineering tools experience.

SaaS andSecurity software sales experience.

Global, named, or large enterprise account management experience.

Sales leader who has shown experience in evaluating, managing non-performers, and building a successful team.

Salesleader who can drive successful sales activity by managing a process (preferably MEDDPICC and Command of the Saleor equivalent).

Required Skills & Knowledge:

Minimum 3 years managing enterprise software sales executives, particularly in the Northeast.
Minimum 12 years of related account management experience
Proven track record of exceeding a team’s software sales booking targets.
Maintain composure and executive presence even during times of adversity.
Proven ability to sell multiyear, six- or seven-figure enterprise licensing agreements.
Proven ability to build and maintain relationships with executive decision-makers.
Excellent critical thinking, analytical and problem-solving skills.
Demonstrated success in building high-performance teams focused on growing net new business with enterprise accounts.
Knowledge of the application security market with a background of selling into both development and security
Experience growing business via channel partners.
Knowledge of the MEDDPICC (or equivalent) sales qualification method a plus.
A Bachelor’s degree or equivalent is strongly preferred.

The base salary range across the U.S. for this role is between $158500 -$253600. In addition, this role may be eligible for commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.

Pay Range

$158,500

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$253,600 USD

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.

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