Senior Director, New Logo Sales (NAMER)

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 Director, New Logo Acquisition | Department: Sales - New Logo Acquisition  

Location: United States |Reports To: Vice President, New Logo Acquisition 

 

ABOUT BLACK DUCK 

Black Duck is the industry's most trusted name in application security. Our Polaris platform delivers the only unified AppSec portfolio - SAST, SCA, and AI-powered dynamic testing - in a single cloud-native SaaS solution. Recognized as the highest Ability to Execute in the 2025 Gartner Magic Quadrant for Application Security Testing, Black Duck helps enterprise engineering and security teams ship secure software at speed. 

 

THE OPPORTUNITY 

As Senior Director, New Logo Acquisition, you will lead a team of enterprise Account Executives focused exclusively on winning net new enterprise customers within your assigned region. Reporting directly to the Vice President, New Logo Acquisition, you will be responsible for delivering regional new logo ARR targets, building a high-performance sales culture, and coaching your team to consistently create, advance, and close complex enterprise opportunities. 

This is a critical frontline leadership role for a highly strategic organization. You will serve as the operational and coaching backbone of the business, translating corporate strategy into disciplined execution, accurate forecasting, and repeatable sales success. If you are passionate about developing top-performing enterprise sellers and driving measurable growth in a fast-moving cybersecurity market, this role offers an exceptional opportunity to make an immediate impact. 

 

WHAT YOU WILL DO 

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 

• 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 accurat