Regional Sales Manager-SLED

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.

Black Duck Software is recognized as a 2025 leader in the Gartner Magic Quadrant for Application Security Testing (AST).  Learn more at blackduck.com.

To support our continued growth, we’re seeking a Regional Sales Manager for the Western State, Local, and Education (SLED) region. This role will drive software and services bookings within our Public Sector Business Unit.

We’re looking for a highly motivated sales executive with a strong track record in the SLED market - someone experienced in selling to senior executives, software development leaders, and security executives. Reporting to the VP of Public Sector, the Regional Sales Manager will collaborate closely with a Sales Engineer, Marketing Manager, SDR, and Renewal Rep.

The primary objective is to sell enterprise agreements across the SLED West territory, requiring deep relationship-building, solution development, business case creation, proposal development. Success in this role demands expertise in navigating complex sales cycles within large, multifaceted customer environments.

Preferred Experience

• Experience with security solutions and software tools commonly used in the SDLC
• Proven success selling to State, Local, and Education (SLED) accounts in the western U.S.
• Familiarity with public sector procurement processes and funding cycles
• Experience working with channel partners, lobbyists, and government influencers
• Background in navigating RFPs and government contracting frameworks

Responsibilities

• Drive top-line revenue growth in the Western SLED region
• Build strong relationships with executive decision-makers and influencers
• Lead prospects through a structured sales process to accelerate decisions
• Expand adoption of enterprise agreements in named accounts to maximize long-term value
• Represent Black Duck Software at regional and industry events
• Maintain accurate records in Salesforce and Clari for forecasting and pipeline management
• Collaborate across Public Sector teams to share insights and strategies
• Travel up to 50% to meet clients and attend events

Required Skills & Knowledge

• Minimum 8 years of enterprise software sales experience
• Deep understanding of the Western U.S. SLED market
• Consistent track record of exceeding revenue targets and closing six- to seven-figure deals
• Ability to manage complex, multi-stakeholder sales cycles
• Strong executive presence and relationship-building skills
• Excellent analytical thinking, problem-solving, and negotiation skills
• Outstanding communication and presentation abilities
• Familiarity with CRM tools (Salesforce) and forecasting platforms (Clari)

The base salary range across the U.S. for this role is between $133,400-$200,100. In addition, this role is 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.