--- title: 'Director Sales Enablement at Black Duck Software, Inc.' canonical: 'https://feeny.ai/job/director-sales-enablement-black-duck-software-inc-us-gqf7drynqf4z' type: 'job' last_seen: '2026-09-12' --- # Director Sales Enablement at Black Duck Software, Inc. - **Company:** Black Duck Software, Inc. - **Location:** US, OR - **Compensation:** $152k–$200k - **Work type:** hybrid - **Posted:** 2026-09-09 - **Last confirmed live:** 2026-09-12 - **Apply:** https://job-boards.greenhouse.io/blackduck/jobs/5413122008 ## Job description 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. Director, Sales Enablement Position Summary Black Duck is seeking an experienced and dynamic Director of Sales Enablement to lead the development and execution of a world-class sales training and readiness strategy. This leader will ensure customer-facing commercial teams possess the knowledge, skills, tools, and behaviors required to consistently achieve revenue goals and deliver exceptional customer experiences. The Director will build and scale comprehensive onboarding, continuous learning, sales coaching, certification, and leadership development programs across the global sales organization. Partnering closely with Sales Leadership, Product Marketing, Sales Engineering, Revenue Operations, and Customer Success, this individual will drive excellence in sales execution, increase seller productivity, and accelerate revenue growth. The ideal candidate combines expertise in adult learning, enterprise sales methodologies, coaching, and change management with a proven record of improving seller performance in a high-growth enterprise software environment. ## Key Responsibilities Global Sales Training Strategy - Develop and execute the global sales enablement and training strategy aligned with revenue objectives, go-to-market priorities, and field performance needs. - Create a scalable learning framework that supports onboarding, ongoing seller development, leadership readiness, and continuous skill advancement. - Establish consistent training and readiness standards across Sales, Sales Development, Renewals, Channel, and Sales Engineering. - Advise sales leaders on talent development, performance improvement, and sales effectiveness priorities. New Hire Onboarding & Ramp-to-Productivity - Design and manage a best-in-class onboarding experience that accelerates new-hire readiness and time-to-productivity. - Build structured 30/60/90-day onboarding plans, role-based learning paths, certifications, practice activities, and manager coaching guides. - Develop tailored onboarding programs for Account Executives, Account Managers, Sales Development Representatives, Sales Engineers, Renewals professionals, Channel teams, and Sales Leaders. - Assess onboarding effectiveness through learner feedback, manager observations, readiness measures, and business outcomes, then continuously improve the program. Sales Skills Development Build and deliver practical, role-based training that improves seller performance in the following areas: - Value-based and consultative selling - Discovery, qualification, and customer needs analysis - Executive conversations and business storytelling - Account and territory planning - Pipeline generation and opportunity progression - Competitive positioning and objection handling - Negotiation and closing - Forecasting discipline - Renewal, expansion, and cross-sell motions Create progressive development paths for sellers at different experience levels and deliver learning through instructor-led sessions, virtual programs, workshops, peer practice, self-paced modules, and field reinforcement. Sales Methodology & Process Adoption - Lead the deployment, training, adoption, and reinforcement of the company’s sales methodology and qualification framework. - Translate sales processes into clear, teachable behaviors that sellers and managers can apply during live opportunities. - Partner with Sales Leadership and Revenue Operations to embed methodology, process discipline, and best practices into daily sales workflows. - Create practice scenarios, deal clinics, reinforcement activities, and coaching tools that improve opportunity management and execution consistency. Manager Enablement & Coaching Excellence - Build a consistent coaching culture across the global sales organization. - Develop frontline sales managers into effective coaches who can diagnose performance gaps, reinforce skills, and improve seller execution. - Create manager toolkits, coaching frameworks, observation guides, scorecards, and team-based reinforcement plans. - Facilitate manager training on coaching conversations, pipeline inspection, opportunity reviews, performance feedback, and team development. Product, Market & Competitive Readiness - Ensure field teams remain current on Black Duck solutions, target customer challenges, industry trends, buyer priorities, and the competitive landscape. - Partner with Product Marketing, Product Management, and Sales Engineering to deliver launch training and ongoing solution readiness. - Create knowledge assessments and certifications that validate product, solution, messaging, and competitive proficiency. - Help sellers translate technical capabilities into differentiated customer value and measurable business outcomes. Learning Experience & Facilitation - Design engaging learning experiences using adult learning principles, practical application, repetition, coaching, and reinforcement. - Facilitate high-impact training for global audiences, including new-hire cohorts, sales teams, managers, and sales leadership. - Build a network of subject matter experts and field facilitators to expand training reach and ensure real-world relevance. - Maintain a global training calendar coordinated with sales priorities, product launches, and major commercial initiatives. Enablement Analytics & Performance Improvement Define and monitor measures that demonstrate training effectiveness and field impact, including: - New-hire ramp and time-to-productivity - Training participation, completion, and learner satisfaction - Knowledge and skill certification results - Manager coaching activity and effectiveness - Sales methodology adoption - Seller productivity, pipeline progression, win rates, and quota attainment Use performance data, field feedback, and manager input to identify skill gaps, prioritize interventions, and provide readiness recommendations to sales leadership. Leadership & Program Management - Build, lead, coach, and develop a high-performing Sales Enablement team. - Manage training budgets, external partners, learning platforms, program resources, and vendor relationships. - Create clear operating rhythms, stakeholder governance, and accountability for training delivery and reinforcement. - Foster a culture of continuous learning, collaboration, practical application, accountability, and measurable results. ## Qualifications Required Qualifications - Bachelor's degree or equivalent practical experience. - 10+ years of experience in Sales Enablement, Sales Training, Learning & Development, Commercial Excellence, or a related function. - 5+ years of leadership experience managing enablement, training, or learning teams. - Experience building and scaling sales onboarding, continuous learning, certification, and manager coaching programs within an enterprise software or SaaS organization. - Strong expertise in instructional design, adult learning, facilitation, coaching, and performance consulting. - Demonstrated ability to translate business priorities and performance gaps into effective learning solutions. - Excellent executive communication, presentation, facilitation, influence, and stakeholder management skills. - Analytical orientation with experience using readiness and performance measures to improve programs and business outcomes. ## Preferred Qualifications - Experience in cybersecurity, application security, DevSecOps, or enterprise software. - Experience implementing and reinforcing structured sales methodologies such as MEDDPICC, Challenger, Command of the Message, Force Management, or Value Selling. - Experience supporting geographically distributed, global sales teams. - Familiarity with learning management systems, sales enablement platforms, CRM technology, virtual facilitation tools, and content delivery platforms. Pay Range $152,000—$200,000 USD 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. ## About Black Duck Software, Inc. ## Company Overview - **One-liner**: Black Duck provides a comprehensive application security testing (AST) platform that helps organizations build secure, high-quality software by identifying and remediating vulnerabilities, license risks, and code quality issues across proprietary, open-source, and AI-generated code. - **Entity Type**: Private (backed by private equity firms Clearlake Capital and Francisco Partners; spun out from Synopsys in October 2024) - **Headquarters**: Burlington, Massachusetts, USA - **Founded**: 2015 (as the Synopsys Software Integrity Group); became an independent company in October 2024 - **Founders**: Not applicable (formed from Synopsys); key leadership includes CEO Greg Hughes, CPTO Dipto Chakravarty, CISO Dom Glavach, CRO Roman Telerman, CFO Jim Ivers, CMO Sean Forkan, and CHRO & General Counsel Joy Meier ## Core Business - **Primary industry**: Application Security Testing (AST), DevSecOps, Software Supply Chain Security - **Target customers**: B2B; enterprise organizations, development teams, security teams, and DevOps engineers across industries including finance, healthcare, automotive, aerospace, and government - **Mission or purpose statement**: “To enable organizations to build trust in their software by providing True Scale Application Security – the ability to secure code of any size, in any environment, without compromising speed, accuracy, or compliance.” ## Products & Services - **Black Duck Polaris Platform**: Cloud-native SaaS platform that unifies SAST, SCA, and DAST into a single, integrated solution for enterprise-wide application security testing and policy enforcement. - **Black Duck SCA (Software Composition Analysis)**: Identifies vulnerabilities, license risks, and compliance issues in open-source and third-party components; generates SBOMs; includes AI Model Risk Insights. - **Coverity Static Analysis (SAST)**: Scans proprietary source code for security vulnerabilities and quality defects, with AI-powered remediation suggestions via Black Duck Assist. - **Seeker Interactive Application Security Testing (IAST)**: Combines runtime analysis with automated testing to detect vulnerabilities in running applications. - **Black Duck Signal**: Agentic AI solution that autonomously detects and remediates vulnerabilities in business-critical applications, including AI-generated code. - **Code Sight IDE Plug-in**: Provides real-time security feedback within developers’ IDEs (VS Code, JetBrains, etc.) to catch issues before code is committed. - **Black Duck Hub (on-premises)**: On-premises deployment option for customers with strict data residency or regulatory requirements. - **Hybrid deployment**: Full flexibility to run scans in cloud, on-premises, or across mixed environments. ## Market Standing - **Valuation/Market Cap**: Not disclosed (private equity-backed) - **Key Metric**: Over 4,000 organizations worldwide trust Black Duck; recognized as a Leader in the Gartner® Magic Quadrant™ for Application Security Testing for eight consecutive years (2025). - **Notable Investors/Partners**: Clearlake Capital Group, Francisco Partners (majority owners); technology partners include GitHub, GitLab, Jenkins, Azure DevOps, and major cloud providers. - **Growth Signals**: Spun out as an independent company in October 2024 to focus exclusively on application security; launched Black Duck Signal (agentic AI AppSec); expanding SaaS platform with unified SAST+SCA+DAST; hiring across sales and engineering roles (remote positions available). ## Competitive Advantages - **Comprehensive portfolio**: Only vendor offering SAST, SCA, DAST, IAST, and agentic AI in a single unified platform (Polaris). - **20+ years of human-verified intelligence**: Proprietary KnowledgeBase™ with curated vulnerability data and context, powering high-precision detection with low false positives. - **Flexible deployment**: Supports cloud (SaaS), on-premises, and hybrid models – customers choose without compromising capabilities. - **Developer-first approach**: Integrates directly into CI/CD pipelines and IDEs, enabling developers to find and fix issues within their workflow. - **AI-native security**: Built to secure AI-generated code (e.g., from GitHub Copilot, ChatGPT) with specialized detection and remediation capabilities. - **Regulatory expertise**: Supports compliance with ISO 27001, GDPR, HIPAA, PCI DSS, FedRAMP, EU Cyber Resilience Act, US Executive Order 14028, and industry-specific standards (automotive ISO/SAE 21434, aerospace, defense). ## Strategic Focus - **Securing AI-generated code**: Developing and enhancing agentic AI tools (Signal) to address the unique risks of AI-assisted development. - **Expanding SaaS adoption**: Driving migration to the Polaris cloud platform for scalability, continuous updates, and reduced overhead. - **Deepening compliance automation**: Building automated policy enforcement and audit-ready reporting for evolving regulations (e.g., EU Cyber Resilience Act, US supply chain security mandates). - **Growing market share**: Targeting new enterprise customers through a hunter sales model and competitive displacement of legacy AST vendors. - **Customer success and innovation**: Investing in AI-powered developer assistants (Black Duck Assist) and contextual intelligence (ContextAI™) to reduce mean-time-to-remediate. ## Why Work Here - **Mission-driven impact**: Work on critical security infrastructure that protects software used by thousands of organizations worldwide. - **Remote-friendly culture**: Open roles (e.g., Lead Enterprise Account Executive in Canada) explicitly support remote work; the company values flexibility and results. - **Values**: “We Scale Up” (ambition and growth), “We Lead with Integrity” (honesty and transparency), “We Put Customers First” (empathy and value delivery), and “We Are Bold” (challenge convention, take smart risks). - **Engineering culture**: Developer-first mindset; teams build tools that developers love to use. Focus on innovation in AI, cloud-native architecture, and security research. - **Career growth**: Independent company with PE backing offers agility and resources; opportunity to shape the future of a market-leading security platform. - **Notable perks**: Not explicitly listed, but the company emphasizes professional development, a collaborative environment, and the chance to work on cutting-edge security challenges. ## Sources 1. [Black Duck About Us](https://www.blackduck.com/company.html) 2. [Black Duck Main Site](https://www.blackduck.com/) 3. [Black Duck Careers](https://www.blackduck.com/company/careers.html) 4. [Black Duck Leadership](https://www.blackduck.com/company/leadership.html) 5. [Greenhouse Job Posting (Lead Enterprise Account Executive Canada)](https://job-boards.greenhouse.io/blackduck/jobs/5226170008) ## Other roles at Black Duck Software, Inc. - [Sever Engineer](https://feeny.ai/job/sever-engineer-black-duck-software-inc-burlington-j7dtb4599qnb) — Burlington, MA - [Sr Sales Development Representative](https://feeny.ai/job/sr-sales-development-representative-black-duck-software-inc-tokyo-9v9vzyabb3sf) — Tokyo, Japan - [Director of HR - Japan](https://feeny.ai/job/director-of-hr-japan-black-duck-software-inc-tokyo-3vaypjenvp7y) — Tokyo, Japan - [Principal Software Engineer (IAM)](https://feeny.ai/job/principal-software-engineer-iam-black-duck-software-inc-calgary-afs25q8ekrfa) — Calgary, Canada - [Regional Field CTO](https://feeny.ai/job/regional-field-cto-black-duck-software-inc-emea-black-duck-has-entities-in-uk-fxdr0pnsz5hk) — Emea Black Duck Has Entities in UK Germany Netherlands France Italy Ireland Finland, Sweden - [Principle Software Engineer](https://feeny.ai/job/principle-software-engineer-black-duck-software-inc-belfast-jynsznkav9fp) — Belfast, United Kingdom - [Regional Field Chief Technology Officer](https://feeny.ai/job/regional-field-chief-technology-officer-black-duck-software-inc-tokyo-bfh92k0vbhfa) — Tokyo, Japan - [Server Engineer](https://feeny.ai/job/server-engineer-black-duck-software-inc-calgary-d8a0ve98xk6e) — Calgary, Canada - [Sr Director, Technology Partner Alliances Development](https://feeny.ai/job/sr-director-technology-partner-alliances-development-black-duck-software-inc-e7qewkcbn7ep) — United States - [Lead Sales Engineer - Mandarin](https://feeny.ai/job/lead-sales-engineer-mandarin-black-duck-software-inc-singapore-jjyv23hd0b8z) — Singapore