Lead Sales Engineer

Role Overview: As a Lead Sales Engineer, you will act as a trusted technical advisor throughout thenew business sales cycle, working alongside Account Executives to engage prospective customers, uncover their needs, and deliver compelling, solution-oriented outcomes. Youmustbring a consultative, forward-looking approach to every interaction, helping to acceleratedealvelocity and build confidence with technical and executive stakeholders alike.

Key Responsibilities: Partner closely with Account Executivesto develop and execute technical strategies that drivenet-new customer acquisition Lead technical discovery sessions, product demonstrations, andproof-of-value engagementsfor prospective customers Position and articulate the value ofSAST, SCA, DASTand LLM basedsolutionsin 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 bothtechnical buyers and executive stakeholders Collaborate with Account Executives todifferentiate 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 customerAI based DevSecOpsenvironments Stay current on application security trends, competitive landscape, and emerging technologies

Required Qualifications: 8+ years of experience insales engineering, solutions engineering, or technical pre-sales, ideally within application security orDevSecOps Proven ability to supportnew business sales cyclesin partnership with quota-carrying Account Executives Strong understanding of application security concepts, vulnerabilities, and testing methodologies Hands-on or working experience withSAST, SCA, or DAST technologies Familiarity with AI based CodeDevelopment toolsand 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 supportinghigh-growth, hunter-led sales environments Prior consulting or solutions engineering experience Familiarity with DevOps practices, CI/CD pipelines, and modern development workflowsincluding Agentic development workflows. Strong business acumen with the ability to connect technical capabilities tobusiness outcomes and risk mitigation Pay Range $141,200 - $211,800 USD Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law. For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file. As set forth in Black Duck Software, Inc.’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law. If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.