Black Duck Software, Inc.
Regional Sales Manager-SLED
Black Duck Software, Inc., Sacramento, California, United States, 95828
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 – Western SLED (W) We’re looking for a highly motivated sales executive with a strong track record in the SLED market – someone experienced in selling to senior executives, software development leaders, and security executives. Reporting to the VP of Public Sector, the Regional Sales Manager will collaborate closely with a Sales Engineer, Marketing Manager, SDR, and Renewal Rep.
Key Responsibilities
Drive top‑line revenue growth in the Western SLED region
Build strong relationships with executive decision‑makers and influencers
Lead prospects through a structured sales process to accelerate decisions
Expand adoption of enterprise agreements in named accounts to maximize long‑term value
Represent Black Duck Software at regional and industry events
Maintain accurate records in Salesforce and Clari for forecasting and pipeline management
Collaborate across Public Sector teams to share insights and strategies
Travel up to 50% to meet clients and attend events
Preferred Experience
Experience with security solutions and software tools commonly used in the SDLC
Proven success selling to State, Local, and Education (SLED) accounts in the western U.S.
Familiarity with public sector procurement processes and funding cycles
Experience working with channel partners, lobbyists, and government influencers
Background in navigating RFPs and government contracting frameworks
Required Skills & Knowledge
Minimum 8 years of enterprise software sales experience
Deep understanding of the Western U.S. SLED market
Consistent track record of exceeding revenue targets and closing six‑to seven‑figure deals
Ability to manage complex, multi‑stakeholder sales cycles
Strong executive presence and relationship‑building skills
Excellent analytical thinking, problem‑solving, and negotiation skills
Outstanding communication and presentation abilities
Familiarity with CRM tools (Salesforce) and forecasting platforms (Clari)
Compensation The base salary range across the U.S. for this role is between $133,400 and $200,100. 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.
Equal Employment Opportunity 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.
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Regional Sales Manager – Western SLED (W) We’re looking for a highly motivated sales executive with a strong track record in the SLED market – someone experienced in selling to senior executives, software development leaders, and security executives. Reporting to the VP of Public Sector, the Regional Sales Manager will collaborate closely with a Sales Engineer, Marketing Manager, SDR, and Renewal Rep.
Key Responsibilities
Drive top‑line revenue growth in the Western SLED region
Build strong relationships with executive decision‑makers and influencers
Lead prospects through a structured sales process to accelerate decisions
Expand adoption of enterprise agreements in named accounts to maximize long‑term value
Represent Black Duck Software at regional and industry events
Maintain accurate records in Salesforce and Clari for forecasting and pipeline management
Collaborate across Public Sector teams to share insights and strategies
Travel up to 50% to meet clients and attend events
Preferred Experience
Experience with security solutions and software tools commonly used in the SDLC
Proven success selling to State, Local, and Education (SLED) accounts in the western U.S.
Familiarity with public sector procurement processes and funding cycles
Experience working with channel partners, lobbyists, and government influencers
Background in navigating RFPs and government contracting frameworks
Required Skills & Knowledge
Minimum 8 years of enterprise software sales experience
Deep understanding of the Western U.S. SLED market
Consistent track record of exceeding revenue targets and closing six‑to seven‑figure deals
Ability to manage complex, multi‑stakeholder sales cycles
Strong executive presence and relationship‑building skills
Excellent analytical thinking, problem‑solving, and negotiation skills
Outstanding communication and presentation abilities
Familiarity with CRM tools (Salesforce) and forecasting platforms (Clari)
Compensation The base salary range across the U.S. for this role is between $133,400 and $200,100. 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.
Equal Employment Opportunity 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.
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