Senior Sales Engineer

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. Senior Sales Engineer, Nordics About the Role Black Duck is seeking a customer-focused and technically credible Senior Sales Engineer to join our EMEA Sales Engineering team, supporting customers across the Nordics region. In this role, you will partner closely with both Account Executives and Account Managers to drive new customer acquisition and expansion within existing accounts. Acting as a trusted technical advisor, you will help organizations understand, evaluate, and adopt modern application security solutions that reduce risk, accelerate software delivery, and strengthen their security posture. This is a highly visible role that combines technical expertise, business acumen, and strategic customer engagement. You will work with development, security, and executive stakeholders at some of the region's most innovative organizations, helping them navigate evolving DevSecOps, software supply chain security, and AI-assisted development challenges. Key Responsibilities

• Partner with Account Executives and Account Managers to develop and execute technical sales strategies that drive both new logo acquisition and customer growth.
• Lead technical discovery sessions to uncover business challenges, application security requirements, and strategic objectives.
• Deliver compelling product demonstrations, workshops, and proof-of-value engagements that clearly articulate both technical and business value.
• Position and communicate the value of Black Duck's application security portfolio, including SAST, SCA, DAST, and AI-enabled capabilities, in the context of customer-specific challenges and priorities.
• Design and recommend tailored solutions that address customer security, compliance, and software development objectives.
• Help prospects and customers understand application security risks, identify gaps, and evaluate the business impact of secure software development practices.
• Engage technical teams, security leaders, and executive stakeholders to build consensus and accelerate decision-making.
• Collaborate closely with Sales to differentiate Black Duck in competitive opportunities and increase win rates.
• Contribute to account planning and growth strategies by identifying additional use cases and expansion opportunities within existing customers.
• Support technical validation, proof-of-value, and integration discussions across modern DevSecOps and AI-assisted development environments.
• Act as a trusted advisor throughout the customer journey, helping customers align application security investments with business outcomes.
• Stay current on application security trends, emerging technologies, AI-driven development practices, and the competitive landscape.

Required Qualifications

• Experience in Sales Engineering, Solutions Engineering, Technical Pre-Sales, or a similar customer-facing technical role, ideally within application security, cybersecurity, or DevSecOps.
• Proven success supporting both new business acquisition and customer expansion opportunities in partnership with quota-carrying sales teams.
• Strong understanding of application security concepts, software vulnerabilities, secure development practices, and security testing methodologies.
• Hands-on experience with application security technologies such as SAST, SCA, DAST, API Security, or related solutions.
• Strong knowledge of DevOps practices, CI/CD pipelines, cloud-native applications, and modern software development environments.
• Familiarity with AI-assisted software development tools and an understanding of the opportunities and security implications associated with AI-generated code.
• Technical background in software development, security engineering, DevSecOps, cloud technologies, or a related discipline.
• Exceptional communication and presentation skills, with the ability to engage audiences ranging from developers and security practitioners to senior executives.
• Demonstrated ability to influence technical decision-makers, establish credibility quickly, and build trusted advisor relationships.
• Strong business acumen with the ability to connect technical capabilities to business outcomes, risk reduction, compliance objectives, and software development efficiency.
• Self-motivated, collaborative, and comfortable operating in a fast-paced, growth-oriented environment.

Why Black Duck? At Black Duck, you'll help some of the world's leading organizations build and secure software in an era increasingly shaped by AI-driven development and rapidly evolving security threats. You'll join a collaborative team of experienced sales and technical professionals, contribute directly to business growth, and play a key role in helping customers modernize and mature their application security programs. If you're passionate about technology, security, customer engagement, and helping organizations solve complex challenges, we'd love to hear from you. Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.