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
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 or security engineering
Exceptional communication skills to convey complex technical concepts to diverse audiences
Responsibilities
Partner closely with Account Executives to develop and execute technical strategies for new customer acquisition
Lead technical discovery sessions and product demonstrations for prospective customers
Articulate the value of SAST, SCA, DAST, and LLM solutions in relation to customer challenges
Analyze prospect environments to design tailored application security solutions
Support opportunity shaping by helping prospects understand risks and potential business impacts
Create and deliver compelling technical presentations for both technical buyers and executive stakeholders
Collaborate with Account Executives to differentiate Black Duck in competitive sales cycles
Contribute to account planning strategies focusing on pipeline expansion and win rates
Support technical validation discussions in customer AI DevSecOps environments
Stay updated on application security trends and emerging technologies
Benefits
Collaborative team environment that fosters professional growth
Opportunity to engage with high-profile accounts in a rapidly evolving industry
Dynamic workspace that encourages innovative solutions
Access to continuous learning and development resources
Exposure to cutting-edge technologies in application security and DevSecOps
Full Job Description
Lead Sales Engineer - Enterprise / Commercial
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.
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
