Job Description

Black Duck Software is seeking a Director to lead a high-performing team focused on selling application security solutions to enterprise clients. This role involves managing individual contributors, driving sales growth, and fostering a collaborative team environment. The Director will be responsible for recruiting, training, and mentoring their team while ensuring they exceed booking targets and maintain strong customer relationships.

Responsibilities

• Motivate and inspire the team
• Lead a team to drive top-line sales bookings
• Drive regional growth through sales planning
• Lead team through a business value selling process
• Establish team operating cadence
• Provide sales forecasts
• Ensure adequate pipeline coverage
• Recruit, hire, train, and mentor team members
• Assist with territory planning and account strategy
• Collaborate with functional areas
• Coach and mentor individual contributors
• Ensure customer success
• Develop relationships with partner leaders
• Represent Black Duck at events
• Ensure accurate forecast and account planning
• Travel as necessary

Requirements

• 3+ years managing enterprise software sales executives in the Northeast
• 12+ years of related account management experience
• Proven track record of exceeding sales targets
• Composure and executive presence
• Ability to sell multiyear enterprise licensing agreements
• Ability to build relationships with executive decision-makers
• Excellent critical thinking and analytical skills
• Success in building high-performance teams
• Knowledge of the application security market
• Experience growing business via channel partners
• Knowledge of MEDDPICC sales qualification method (a plus)
• Bachelor’s degree or equivalent (strongly preferred)

Benefits

• No benefits