Remote Position
[Remote] Lead Sales Engineer (South East)
🌍 Remote · United States
💼 Full-time
Note: The job is a remote job and is open to candidates in USA. 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
Skills
- 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
Company Overview
Company H1B Sponsorship