Lead Sales Engineer - Enterprise / CommercialÂ
Black Duck Software, Inc. helps organizations build secure, high-quality software-minimizing risk while maximizing speed and productivity. A recognized pioneer in application security, Black Duck provides SAST, SCA, DAST and LLM based solutions that enable teams to rapidly identify and remediate vulnerabilities across proprietary code, open-source components, and application behavior. With industry-leading tools, services, and deep expertise, Black Duck empowers organizations to integrate security across the entire AI based DevSecOps lifecycle. Â
We are seeking a motivated and customer-focused Lead Sales Engineer to join our Enterprise / Commercial team, partnering closely with a team of Account Executives focused on new business acquisitions. This individual will play a critical role in helping drive new customer growth by aligning technical expertise with strategic sales execution, ensuring prospects clearly understand the value and differentiation of our application security solutions.Â
 Role OverviewÂ
As a Lead Sales Engineer, you will act as a trusted technical advisor throughout the new business sales cycle, working alongside Account Executives to engage prospective customers, uncover their needs, and deliver compelling, solution-oriented outcomes. You must bring a consultative, forward-looking approach to every interaction, helping to accelerate deal velocity and build confidence with technical and executive stakeholders alike.Â
 Key ResponsibilitiesÂ
- 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 acquisitionÂ
- Lead technical discovery sessions, product demonstrations, and proof-of-value engagements for prospective customersÂ
- Position and articulate the value of SAST, SCA, DAST and LLM based solutions in the context of customer-specific challenges and prioritiesÂ
- Analyze prospect environments and requirements to design tailored, high-impact application security solutionsÂ
- Support early-stage opportunity shaping by helping prospects understand risks, gaps, and potential business impactÂ
- Create and deliver compelling technical presentations aligned with both technical buyers and executive stakeholdersÂ
- Collaborate with Account Executives to differentiate Black Duck in competitive, net-new sales cyclesÂ
- Contribute to account planning strategies with a focus on expanding pipeline and increasing win ratesÂ
- Support technical validation and integration discussions within customer AI based DevSecOps environmentsÂ
- Stay current on application security trends, competitive landscape, and emerging technologiesÂ
 Required QualificationsÂ
- 8+ years of experience in sales engineering, solutions engineering, or technical pre-sales, ideally within application security or DevSecOpsÂ
- Proven ability to support new business sales cycles in partnership with quota-carrying Account ExecutivesÂ
- Strong understanding of application security concepts, vulnerabilities, and testing methodologiesÂ
- Hands-on or working experience with SAST, SCA, or DAST technologiesÂ
- Familiarity with AI based Code Development tools and workflows.Â
- Technical background in software development, security engineering, or related fieldsÂ
- Exceptional communication skills, with the ability to clearly convey complex technical concepts to diverse audiencesÂ
- Demonstrated ability to influence technical decision-makers and build credibility quickly in early-stage engagementsÂ
 Preferred QualificationsÂ
- Experience supporting high-growth, hunter-led sales environmentsÂ
- Prior consulting or solutions engineering experienceÂ
- Familiarity with DevOps practices, CI/CD pipelines, and modern development workflows including Agentic development workflows.Â
- Strong business acumen with the ability to connect technical capabilities to business outcomes and risk mitigationÂ