Regional Sales Manager

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, 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. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

• Revenue & Pipeline Management
• Achieve quarterly and annual bookings targets.
• Maintain healthy pipeline coverage and forecast accuracy.
• Develop and execute territory and account plans.
• Drive both new business acquisition and expansion within existing customers.

• Build executive relationships with CISOs, CTOs, Engineering Leaders, Product Security teams, and Procurement stakeholders.
• Identify business drivers, security initiatives, and regulatory requirements that align with Black Duck solutions.
• Develop multi-threaded engagement strategies across enterprise accounts.
• Deliver business-value conversations with senior executives.
• Present ROI, risk reduction, compliance, and software supply-chain governance outcomes.

• Experience using Sales Force for Customer contact and Opportunity Management
• Support QBRs, executive business reviews, and strategic customer planning sessions.
• Maintain accurate CRM hygiene and opportunity documentation.
• Provide weekly forecast updates and risk assessments.
• Track key sales metrics and account progression.

• 8+ years of enterprise software sales experience.
• Experience selling cybersecurity, DevSecOps, AppSec, Developer Tools, Cloud Security, or Enterprise Software solutions.
• Demonstrated success managing large enterprise and strategic accounts.
• Experience working with C-level and senior technology stakeholders.

• Annual recurring revenue (ARR) / bookings attainment
• Pipeline coverage
• Forecast accuracy
• Renewal and expansion rates
• Executive relationship development
• Strategic account penetration
• Partner-generated pipeline

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.