Lead Sales Engineer (West Coast)

10 hours, 5 minutes ago
Full-time
Lead
Software Development
Black Duck Inn

Black Duck Inn

Black Duck Inn provides application security testing tools and services designed to help organizations build high-quality, secure software, and is recognized as a leader in the AppSec industry by Gartner and Forrester.

Internet Software & Services
1K-5K
Founded 2002
$2M raised

Description

  • 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 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 technical presentations for both technical buyers and executive stakeholders.
  • Differentiate Black Duck in competitive net-new sales cycles in collaboration with Account Executives.
  • Contribute to account planning strategies focused 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, the competitive landscape, and emerging technologies.

Requirements

  • 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 a related field.
  • Exceptional communication skills with the ability to convey complex technical concepts to diverse audiences.
  • Demonstrated ability to influence technical decision-makers and build credibility quickly in early-stage engagements.
  • Experience supporting high-growth, hunter-led sales environments (preferred).
  • Prior consulting or solutions engineering experience (preferred).
  • Familiarity with DevOps practices, CI/CD pipelines, modern development workflows, and agentic development workflows (preferred).
  • Strong business acumen with the ability to connect technical capabilities to business outcomes and risk mitigation (preferred).

Benefits

  • Base pay range of $141,200 to $211,800 USD.
  • Equal opportunity employer committed to fair hiring practices.
  • Reasonable accommodations provided to individuals with disabilities in accordance with applicable law.

Interested in this position?

Apply directly on the company website

Apply Now

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