Lead Sales Engineer - Enterprise / CommercialWe 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.
Role Overview 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.
Key Responsibilities - Partner closely with 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
Required Qualifications - 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
Preferred Qualifications - 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
Pay Range
$141,200-$211,800 USD
