Federal Civilian Account Executive

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. This individual contributor must be highly motivated and a proven sales executive in the Federal Civilian market with demonstrated experience selling to software development and security teams. The Federal Civilian Account Executive will report to the Director of Public Sector, and will work closely with his or her Sales Engineer, Public Sector Marketing Manager, Sales Development Representative, and Renewal Representative. A principal goal for this position is driving both new logo acquisition and expansion within existing accounts across the Federal Civilian territory to achieve the bookings target. This is a hybrid hunter/farmer role: the Federal Civilian Account Executive must land net-new enterprise agreements with unpenetrated agencies while also growing wallet share and deepening adoption within the current install base. The position requires extensive relationship-building activities, discovery of prospect requirements, developing a solution that meets those requirements, and building a quantifiable business case that ensures the customer obtains maximum value. To achieve this — and to drive further adoption — the Federal Civilian Account Executive must have strong skills and experience selling complex solutions in large, complicated customer environments. Preferred Experience Software engineering tools experience Security software sales experience Global, named, or large enterprise account management experience Experience selling to the Federal Civilian market Experience with channel partners and lobbyists in the Federal Civilian market Demonstrated success balancing net-new logo hunting with account growth/expansion in existing territories Proven track record of successful software sales with DHS, DOJ, State Department, and/or HHS Responsibilities Drive top-line sales revenue in the Federal Civilian market through a blend of new logo acquisition and expansion of existing accounts Prospect and close net-new agencies to build a healthy, sustainable pipeline Drive adoption of enterprise agreements in targeted named accounts to ensure long-term relationships and maximize contract value through upsell/cross-sell Collaborate with team members to foster a strong sense of community and information sharing across Federal Civilian and other Public Sector regions Maintain a strong focus on relationship building with executive decision makers, both in new prospect organizations and within the existing account base Guide prospects through a methodical sales process to facilitate decisions Ensure customer success and long-term account retention/growth Represent Black Duck Software at local and/or industry events Maintain accurate Salesforce account and opportunity information Maintain Clari forecasting information Travel as necessary to client locations (approximately 50% of time traveling) Required Skills & Knowledge Minimum 6 years enterprise software sales experience Extensive knowledge of the Federal Civilian market Proven track record of both new logo acquisition and account growth/expansion, exceeding software sales revenue targets Proven ability to manage complex sales cycles Proven track record selling six-or-seven-figure deals Proven ability to build and maintain relationships with executive decision makers Excellent critical thinking, analytical, and problem-solving skills Excellent communication and presentation skills Compensation The base salary r…