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Lead Sales Engineer (West Coast)

3 weeks, 3 days ago
United States
Full-time
Lead
Sales Engineer
Software Development
DevSecOps LLM
Apply Now
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
View All Jobs 16

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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