Lead Sales Engineer (Central)

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.
Lead Sales Engineer – Enterprise / Commercial (Central US)
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