Sales Representative

Inside Sales Representative

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.

Due to our growth Black Duck Software is seeking an Inside Sales Representative to drive bookings for its application security solutions & services. This individual contributor must be highly motivated with a proven track record of quota achievement selling software tools with demonstrated experience selling to software development and security teams.

The Inside Sales Representative will report to the Sales Manager for Inside Sales. A goal for this position is the selling of license and services agreements within a targeted market segment and/or a geographically defined territory. The goal for this team is to target SMB companies and acquire new logos to achieve the revenue target. The Inside Sales Representative is responsible for ensuring Black Ducks customers successfully realize the full value of our software and services. Candidate must be based in the Boston area and able to work from our HQ in Burlington, MA on a hybrid basis.

Responsibilities:

• Drive top-line sales revenue in a targeted market segment or geographically defined territory
• Drive adoption of software and services agreements in the territory to ensure long-term relationships and maximum contract value
• Focus on relationship building with key stakeholders in your account base
• Guide prospects through a methodical sales process to facilitate positive outcomes
• Work through our Channel organization & partners to close business
• Ensure customer success and value
• Occasionally represent Black Duck at local and/or industry events to support your territory
• Work with your manager to build a go to market plan & execute to that plan
• Maintain accurate Salesforce information and forecasting
• Minimal travel expected as this is an inside sales role.

Required Skills & Knowledge:

• Minimum 5 years of software sales experience &/or Sales Development Rep experience
• Proven track record of exceeding software sales &/or lead generation & revenue targets
• Proven ability to manage complex sales cycles
• Proven ability to sell multiyear licensing agreements
• Proven ability to build and maintain relationships with clients and executives
• Excellent critical thinking and problem-solving skills
• Excellent communications and presentations skills
• Excellent team skills to work with sales engineers, managers & other co-workers

Preferred Experience:

• Software & application security tools experience
• Software security services sales experience

Our business is our expertise in application security. Our reputation as one of the leading software security consulting firms is the direct result of the expertise, diligence, and excellence of our consulting team. In fact, Black Duck Software (formerly Synopsys) is named the leader in the Gartner Magic Quadrant for Application Security Testing for 7 years in a row. We are awarded this in recognition of our vision and ability to execute. Our ideal applicants would be at home in a collaborative and vibrant culture. If you share our passion for innovation, we want to meet you.

The base salary range across the U.S. for this role is between $69,500-$104,300. In addition, this role is eligible for commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education.

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.