Black Duck Software, Inc. - Senior Director, New Logo Sales (EMEA)
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Responsibilities
• Regional Sales Leadership • Lead, coach, and develop a team of enterprise Account Executives responsible for acquiring net new enterprise customers in your assigned region. • Establish a culture of accountability, urgency, and disciplined execution centered on new logo acquisition. • Conduct regular one-on-ones, deal reviews, territory planning sessions, and pipeline inspections to improve performance. • Recruit and onboard top sales talent as the organization grows. • Set clear performance expectations and development plans for each member of your team. • Revenue Generation • Revenue Generation • Own and deliver the regional new logo ARR target. • Ensure each Account Executive maintains a healthy pipeline with a minimum 4x coverage ratio and strong qualification discipline. • Drive consistent execution of a structured enterprise sales methodology such as MEDDPICC. • Personally engage in strategic opportunities to help accelerate deal progression and improve close rates. • Monitor performance against quota and implement corrective actions when needed. • Forecasting & Operational Excellence • Deliver accurate weekly, monthly, and quarterly forecasts to the VP, New Logo Acquisition. • Maintain rigorous CRM hygiene and ensure high-quality opportunity data in Salesforce. • Analyze pipeline metrics, conversion rates, and sales productivity to identify trends and opportunities for improvement. • Partner with Revenue Operations to support reporting, territory management, and performance analytics. • Strategy & Execution • Translate go-to-market priorities into focused regional execution plans. • Work with Marketing, SDRs, Alliances, and Solutions Engineering to maximize pipeline generation and conversion. • Help refine account segmentation, prospecting strategies, and competitive positioning. • Cross-Functional Collaboration • Partner closely with Solutions Engineering to support technical evaluations and proof-of-concept engagements. • Collaborate with Customer Success to ensure seamless handoffs and strong customer onboarding. • Work with Marketing and Business Development to optimize territory-level demand generation efforts. • Serve as the voice of the field to internal stakeholders. • 8+ years of enterprise software sales experience, including at least 3 years managing quota-carrying Account Executives. • Proven success leading teams focused on net new logo acquisition and consistently exceeding new business targets. • Experience selling to enterprise organizations (5,000+ employees) and engaging with CISO, CTO, VP of Engineering, and other senior technical and business stakeholders. • Strong coaching skills with a demonstrated ability to improve rep productivity and performance. • Deep familiarity with structured enterprise sales methodologies such as MEDDPICC, Challenger, or Force Management. • Experience in cybersecurity, application security, DevSecOps, or related enterprise technology markets strongly preferred. • Analytical mindset with strong forecasting and pipeline management capabilities. • Proficiency with Salesforce, Clari, Gong, Outreach, and other modern sales tools. • Excellent communication skills, executive presence, and the ability to influence across functions. • Fluency in English required; additional language skills relevant to your market are a plus.
Benefits
• Lead a strategically critical region within a newly formed, high-priority sales organization. • Develop and mentor elite enterprise sellers in a culture built around winning new logos. • Represent a market-leading platform in one of the fastest-growing segments in enterprise technology. • Benefit from strong executive sponsorship, robust operational support, and significant market opportunity. • Competitive compensation with substantial upside tied directly to regional performance. • Black Duck offers a competitive compensation package including a base salary and variable incentive plan commensurate with experience and regional market benchmarks. This role includes equity participation, comprehensive health and wellness benefits, and generous paid time off. Full details will be discussed during the recruitment process.
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