Lead Sales Engineer (Public Sector)

Lead Sales Engineer  - Public Sector 

Location: West-Central / Remote U.S. (Public Sector territory) 

  

Black Duck Software delivers True Scale Application Security, empowering organizations to build and deploy secure, high-quality software at speed. Our unified AppSec platform—spanning SAST, SCA, and DAST—helps development teams to identify‑ and remediate vulnerabilities across proprietary code, open-source components, and AI generated‑ code throughout the SDLC. 

 

We’re seeking a Lead Sales Engineer to join our Public Sector Sales Team, supporting Federal, State, Local, and Education (SLED) customers. This is a senior, hands‑on technical presales role focused on directly supporting government customers through complex evaluations, solution design, and adoption of Black Duck’s application security solutions. 

This role is ideal for a technically strong SE who is comfortable engaging deeply with security teams, developers, architects, and program stakeholders in highly regulated environments—and who wants to play a visible role in advancing application security across the public sector. 

 

What You’ll Do 

• Play a critical role in closing deals across new business, renewals, and growth opportunities, directly influencing revenue through technical strategy and customer engagement. 

• Travel to customer sites, internal meetings and represent Black Duck at industry events (up to 40%) 

• Partner closely with Public Sector Account Executives to develop and execute technical sales strategies for Federal and SLED opportunities 

• Lead technical discovery sessions to understand customer environments, mission objectives, and compliance requirements 

• Design and deliver compelling demonstrations and proof‑of‑value engagements across SAST, SCA, and DAST 

• Provide architecture‑level guidance on integrating Black Duck into DevSecOps pipelines, such as GitHub or GitLab 

• Advise customers on application security best practices within regulated government environments 

• Clearly articulate technical value and competitive differentiation to both technical teams and executive stakeholders 

• Support customers through evaluation, adoption, and expansion with a consultative, trusted‑advisor mindset 

• Collaborate with internal teams (Product, Customer Success, Partners) to ensure successful customer outcomes 

 

What You Bring 

• U.S. Citizenship required 

• 8+ years of experience in Sales Engineering, Solutions Architecture, or technical pre‑sales roles 

• Background in software development, security engineering, or a closely related field 

• Ability to communicate complex technical concepts clearly to both technical and business stakeholders 

• Strong problem‑solving skills with a consultative, customer‑focused approach 

• Comfortable operating with autonomy and ambiguity—this role requires someone who can decide what to do, how to do it, and then go execute. 

• Strong understanding of cybersecurity concepts, vulnerabilities, and testing methodologies 

• Experience supporting Federal, State, or Local government customers or regulated environments 

• Experience with CI/CD pipelines, DevOps tools, and modern SDLC workflows (e.g., GitHub, GitLab) 

 

What Sets You Apart 

• Hands‑on experience with SAST, SCA, or DAST tools (multiple is a plus) 

• Prior experience selling into or supporting large Federal agencies or enterprise SLED environments 

• Familiarity with public sector frameworks and standards such as NIST 800‑53/800‑171, FedRAMP, or DISA STIGs 

• Familiarity with cloud platforms and containerized environments, particularly as they relate to securing applications in modern, regulated architectures. 

• Experience supporting security evaluations, pilots, or proof‑of‑value engagements 

• Comfort managing multiple active customer engagements simultaneously 

 

Why This Role 

As a Lead Sales Engineer on the Public Sector team, you’ll play a key role in how government customers evaluate, adopt, and scale application security programs. You’ll have meaningful influence over technical strategy, customer success, and how Black Duck shows up in some of the most complex and mission‑critical software environments. 

This is not a support or enablement role—you’ll be on the front lines with customers, shaping outcomes and driving impact.  

 

If you thrive in customer‑facing roles, enjoy influencing outcomes, and want to drive meaningful impact across the public sector, we’d love to hear from you. 

 

The base salary range across the U.S. for this role is between $141,200-$211,800. In addition, this role is eligible for a bonus. 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.