Lead Sales Engineer

About the Role

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. As a recognized pioneer in application security, Black Duck 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.

We’re looking for a Senior Staff Sales Engineer who can bring technical gravity, stage presence, and a bit of swagger. Someone who can walk into a room full of architects, CISOs, or developers and immediately take control of the conversation. If you thrive on pressure, love the chase, and deliver the technical knockout punch that makes deals close, this role is for you.

Responsibilities

• Be the technical closer. Drive strategy with your AE partners and unlock enterprise deals others can’t.
• Run killer demos and POCs. Turn complex requirements into “wow, we need this” moments.
• Diagnose customer pain fast. Architect solutions across SAST, SCA, DAST, SDLC, and DevSecOps pipelines.
• Win competitive battles. Position Black Duck effectively and outmaneuver the field.
• Own the narrative. Deliver high-impact presentations that land with engineers and executives.
• Embed in their stack. Show customers how Black Duck fits into CI/CD, cloud, containers, and more.
• Be the expert customers trust. When things get technical, you’re the one they want in the room.

Requirements

• 8+ years of sales engineering / pre-sales in AppSec or a closely related field.
• Real understanding of application security, vulnerabilities, and testing methodologies.
• Strong SAST, SCA, or DAST experience (bonus points if you’ve used multiple).
• Software development or security engineering chops — you’re not afraid of code.
• Elite communication skills (you can explain anything to anyone).
• Curiosity, creativity, and a comfort with ambiguity — you don’t need a script.

Nice-to-Haves

• Consulting or enterprise architecture background.
• Experience with DevOps tools, CI/CD systems, and modern SDLC workflows.
• Ability to juggle multiple high-stakes engagements without breaking a sweat.
• A strategic mindset — you solve the problem and shape the deal.
• Passion for AppSec and a desire to help customers level up their security posture.

Why This Role Matters

You won’t be “the demo person.” You’ll be the technical brand customers remember. The trusted advisor who shapes security programs. The difference-maker between a maybe and a yes. If you want impact, visibility, and big wins, this role is for you.

Pay

Pay Range: $141,200 USD - $211,800 USD