Regional Sales Manager

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. Regional Sales Manager (Enterprise) – Japan Location: Tokyo, Japan About Black Duck At Black Duck, we believe great software should also be secure software—no compromises required. We help organizations move fast and stay protected by identifying and fixing vulnerabilities across proprietary code, open source, and applications in motion. As a global leader in application security (SAST, SCA, and DAST), we bring together best-in-class tools, services, and expertise—so our customers can build confidently and deploy securely at scale. The Opportunity We’re looking for a Regional Sales Manager (Enterprise) to help us grow our footprint across Japan — someone who knows how to navigate complex organizations, build lasting relationships, and close meaningful deals (not just quick wins). This role is equal parts strategy, storytelling, and execution. If you enjoy turning “interesting conversations” into “signed enterprise agreements,” you’ll fit right in. What You’ll Do Own and drive enterprise sales revenue across a defined set of named accounts and target organizations Land, expand, and nurture multi-year enterprise agreements (the kind that make everyone’s forecast look good) Build trusted relationships with executive stakeholders — because great sales start with great partnerships Lead customers through a structured, consultative sales process that makes complex decisions feel simple Collaborate with global teammates to share insights, strategies, and wins (we celebrate those, by the way) Advocate for customer success — not just at signature, but long after Keep Salesforce updated and accurate (your future self will thank you) What You Bring 5+ years of experience in enterprise software sales A proven track record of exceeding targets (and probably raising them along the way) Experience navigating complex, multi-stakeholder sales cycles Success closing 6–7 figure, multi-year enterprise deals Confidence engaging and influencing C-level executives Excellent communication, negotiation, and presentation skills Strong analytical and problem-solving mindset Fluency in Japanese and business-level English Nice to Have Experience in cybersecurity or application security solutions Background in software development tools or DevSecOps Familiarity with managing large enterprise accounts in Japan Why You’ll Love This Role You’ll be selling a solution that customers actually need (security + speed = no-brainer) You’ll work with a high-performing, globally connected team that values collaboration over competition You’ll engage with top-tier enterprises in Japan on strategic, high-impact initiatives You’ll have the autonomy to own your territory like a business — with support when you need it And yes, the compensation plan is designed to reward big thinking and bigger results Compensation: This position offers a compensation package consisting of a base salary and a performance-based incentive, together forming an On-Target Earnings (OTE) plan. Black Duck in Japan We understand that in Japan, business is built on trust, consistency, and long-term relationships — not just transactions. At Black Duck, we take the same approach: thoughtful engagement, deep partnership, and delivering real value over time. #LI-SS1 Pay Range ¥7,000,000 — ¥11,000,000 JPY Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national or…