Account Executive SLED

Account Executive SLED

Location: Ideal location is New York with preference in or near Albany, NY

Role Summary:

The Account Executive SLED is responsible for developing new opportunities in the East Coast SLED region while growing and retaining existing accounts resulting in net‑new revenue for Black Duck’s Application Security platform.

This role is built for a high‑energy, high‑impact seller who excels at prospecting, competitive displacement, and closing complex enterprise deals. You will engage senior engineering, security, and DevOps leaders to position Black Duck as the strategic solution for modern software supply chain security.

Core Responsibilities:

New Logo Acquisition & Revenue Growth:

• Own the full new‑business sales cycle from prospecting and qualification to technical evaluation, negotiation, and close.
• Build and execute territory plans targeting high‑value enterprise prospects across industries.
• Identify and develop greenfield opportunities through outbound prospecting, partner collaboration, and market intelligence.
• Drive competitive takeouts and position Black Duck as the preferred AppSec platform.
• Consistently achieve new‑logo ARR targets and pipeline creation goals.

Executive Engagement & Value Selling:

• Build multi‑threaded relationships with CISOs, CTOs, AppSec leaders, DevOps executives, and procurement stakeholders.
• Lead executive‑level conversations around open‑source governance, SBOM strategy, and secure SDLC modernization.
• Deliver compelling business cases that quantify risk reduction, compliance alignment, and developer productivity gains.

Sales Execution & Deal Leadership:

• Run disciplined, high‑velocity sales cycles with strong qualification, forecasting accuracy, and CRM hygiene.
• Partner with Sales Engineering to guide prospects through technical validation, PoCs, and integration discussions.
• Navigate complex procurement processes, legal reviews, and multi‑stakeholder decision cycles.
• Collaborate with Marketing and SDR teams to accelerate pipeline generation and campaign execution.

Market Expansion & Thought Leadership:

• Represent Black Duck at industry events, conferences, and customer briefings.
• Provide market feedback to Product and Marketing to influence roadmap and positioning.
• Stay current on AppSec trends, regulatory pressures, and emerging software supply chain risks.

Qualifications:

Required

• Deep understanding of the New York State government landscape.
• Familiarity with east coast states of FL, NJ, MA, VA, NC, SC, GA, etc.
• Ability to build and maintain executive-level relationships with CIOs, CISOs, and other senior security/technology stakeholders
• Familiarity with the New York Office of Information Technology Services (ITS).
• Active involvement, or strong familiarity with, the New York State Forum and related networking organizations.
• Proven experience developing new opportunities while growing and retaining existing accounts
• Enterprise new‑business sales experience in cybersecurity, DevSecOps, developer tooling, or related technical domains.
• Proven track record of hunting and closing large, complex enterprise deals with multi‑million‑dollar ARR impact within the SLED sector.
• Ability to engage both technical and executive audiences with credibility and confidence.
• Exceptional prospecting, negotiation, and strategic selling skills.

Preferred

• Experience selling SCA or AppSec platforms (e.g., Black Duck‑style solutions, Snyk, Veracode, Checkmarx, GitHub Advanced Security).
• Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket).
• Strong understanding of Application Security, SCA, SBOM, and modern software supply chain challenges.
• Proven track record selling into SLED organizations, including state agencies, county governments, municipalities, and other local government entities