--- title: 'Regional Sales Manager at Black Duck Software, Inc.' canonical: 'https://feeny.ai/job/regional-sales-manager-black-duck-software-inc-japan-tokyo-japan-hb04jwmjbws8' type: 'job' last_seen: '2026-09-12' --- # Regional Sales Manager at Black Duck Software, Inc. - **Company:** Black Duck Software, Inc. - **Location:** Japan / Tokyo, Japan - **Compensation:** JPY 80k–JPY 160k - **Work type:** remote - **Posted:** 2026-08-07 - **Last confirmed live:** 2026-09-12 - **Apply:** https://job-boards.greenhouse.io/blackduck/jobs/5370231008 ## 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. Regional Sales Manager, Staff (Enterprise) Location: Tokyo, Japan (Hybrid) ## About Black Duck Black Duck is the leader in Application Security solutions, helping organizations build secure, high-quality software at scale. Trusted by many of the world's largest enterprises, Black Duck provides industry-leading Software Composition Analysis (SCA), Static Application Security Testing (SAST), Dynamic Application Security Testing (DAST), and software supply chain security solutions that enable organizations to identify, prioritize, and remediate risk throughout the software development lifecycle. As software becomes increasingly critical to business success, organizations rely on Black Duck to help secure their applications, meet compliance requirements, and accelerate innovation with confidence. The Opportunity Black Duck is seeking an experienced Regional Sales Manager, Staff (Enterprise) to drive strategic growth across Japan. This role will focus on developing executive-level relationships within large enterprise organizations and helping customers address modern application security, software supply chain security, and DevSecOps challenges. The ideal candidate possesses a proven track record of selling complex enterprise software solutions, managing long sales cycles, and closing large multi-year agreements with senior business and technology leaders. Experience selling cybersecurity, application security, DevSecOps, or software engineering solutions is highly desirable. ## Key Responsibilities - Drive top-line sales revenue within a defined list of named enterprise accounts and geographic territory. - Expand adoption of Enterprise License Agreements (ELAs) and strategic multi-year contracts to maximize long-term customer value. - Build trusted relationships with executive stakeholders, including C-level executives, business leaders, and technology decision-makers. - Develop and execute strategic account plans to identify growth opportunities and accelerate revenue. - Lead customers through complex enterprise buying cycles involving technical, security, procurement, and executive stakeholders. - Collaborate with Sales Engineering, Customer Success, Marketing, and global sales teams to achieve business objectives. - Promote knowledge sharing and account collaboration across global regions. - Ensure customer success and long-term partnership growth. - Maintain accurate forecasting, pipeline management, and opportunity tracking in Salesforce. - Represent Black Duck at customer meetings, executive briefings, and industry events. Required Qualifications - 5+ years of enterprise software sales experience. - Demonstrated success exceeding software sales quotas and revenue targets. - Proven experience managing complex enterprise sales cycles. - Track record of selling multi-year enterprise software licensing or SaaS agreements. - Proven success closing six- and seven-figure enterprise transactions. - Strong ability to develop relationships with senior executives and key decision-makers. - Excellent consultative selling, negotiation, presentation, and communication skills. - Strong analytical, critical-thinking, and problem-solving abilities. - Ability to work independently in a fast-paced, growth-oriented environment. - Business-level Japanese and professional English communication skills (required). ## Preferred Qualifications - Experience selling Application Security (AppSec), Cybersecurity, DevSecOps, or Software Supply Chain Security solutions. - Experience selling software development, developer productivity, or software engineering tools. - Experience managing large enterprise or strategic accounts. - Familiarity with modern software development practices, cloud technologies, and secure software development lifecycles. - Experience working in a matrixed global organization. Why Join Black Duck? - Join the market leader in Application Security and Software Supply Chain Security. - Partner with some of Japan's largest and most innovative enterprises. - Work alongside talented global teams dedicated to customer success. - Help organizations strengthen their security posture while accelerating software innovation. - Be part of a culture that values collaboration, accountability, curiosity, and continuous growth. ## Equal Employment Opportunity Black Duck is an equal opportunity employer committed to fostering an inclusive workplace where all employees are respected, valued, and empowered to contribute their best work. Pay Range ¥8,000,000—¥16,000,000 JPY 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 - [Director Sales Enablement](https://feeny.ai/job/director-sales-enablement-black-duck-software-inc-us-gqf7drynqf4z) — US, OR - [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