Note: The job is a remote job and is open to candidates in USA. Black Duck Software, Inc. is a pioneer in application security, providing solutions that help organizations build secure, high-quality software. The Sr. Manager of Sales Engineering will lead a team of Sales Engineers, driving technical excellence and customer success, while collaborating with various departments to influence product direction and accelerate business growth.
Responsibilities
- Lead, coach, and develop a team of Sales Engineers to deliver exceptional technical partnerships to the Enterprise West sales organization
- Drive a culture of excellence, accountability, and continuous improvement across the SE team
- Partner with Sales Leadership to execute regional strategy, improve win rates, and support growth of new and existing businesses
- Maintain a strong understanding of application security
- Strong understanding of how AppSec is sold through partners and MSPs
- Stay current on modern AI code generation/AI assisted development practices to guide customer conversations and demos
- Deliver polished presentations, technical briefings, and product discussions for audiences ranging from developers to C-level executives
- Create compelling, business aligned demonstrations tailored to technical, security, and legal stakeholders
- Lead and manage multiple Proofs of Concept (PoCs), ensuring clear success criteria and strong technical validation
- Provide deep technical expertise throughout sales cycles to influence outcomes and support expansion opportunities
- Work closely with Product Management and R&D to provide actionable customer insights that guide product enhancements and roadmap direction
Skills
- 3+ years of management experience in high-tech software sales or sales engineering leadership
- Bachelor's degree in computer science, MIS, or equivalent experience
- 5+ years working in a high-tech software organization, ideally in Sales Engineering or Technical Sales
- Strong understanding of modern software development, AI assisted development, SBOM, functional safety, deployment technologies, and the broader AppSec landscape
- Excellent communication skills with the ability to articulate value drivers and technical differentiation
- Proven ability to manage multiple sales cycles and operate effectively in a fast-paced environment
- Open-minded, adaptable, and eager to stay current with new technologies and industry trends
- Experience with SDLC processes, CI/CD tools, and at least one modern programming language (Java, C/C++, JavaScript, Ruby, Python)
- Ideal candidates will be based in the West US, CA, OR, WA, AZ, NM
- Direct Sales Engineering experience in the Application Security domain (SAST, DAST, IAST, SCA)
Company Overview
Black Duck® meets the board-level risks of modern software with True Scale Application Security, ensuring uncompromised trust in software for the regulated, AI-powered world. It was founded in 2002, and is headquartered in Burlington, Massachusetts, USA, with a workforce of 5001-10000 employees. Its website is http://www.blackducksoftware.com.