Principle Regional Sales Manager

Описание вакансии

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.

Are you an experienced enterprise sales professional looking for a role where you can make a meaningful impact? We’re seeking a Senior Regional Sales Manager to join our team and play a key role in driving growth across the Nordic region. This is a high-impact, customer-facing role ideal for someone who thrives in enterprise IT sales and values collaboration, ownership and strong customer relationships. 

The Role 

• Manage the full sales cycle for enterprise accounts across the Nordics

• Engage senior stakeholders, including CISOs, engineering leadership and security teams

• Work closely with your Sales Engineer, Client Manager, SDR and Channel/Partner teams

• Build trusted internal and external relationships

• Drive growth by selling Black Duck software and services to new and existing customers

• Travel across the Nordic region as required

This role is remote, with flexibility designed to support a diverse range of candidates. 

Desired Experience 

Experience in one or more of the following areas is beneficial. You do not need to meet every criterion to apply: 

• Ability to conduct strategic customer discovery and business problem diagnosis; understanding customer needs, environments, risks, decision processes and translating insights into compelling business value

• Strong forecasting accuracy, including the ability to assess deal health, evaluate buying signals and provide clear, reliable predictions to the business

• Understanding of enterprise software, security concepts and customer environments, with the ability to build subject-matter expertise

• Ability to independently analyse complex customer challenges and recommend strategic, structured solutions

• Strong influencing skills, with the ability to persuade and engage senior leaders and external stakeholders

• Proven ability to work independently with minimal guidance, taking full ownership of territory and outcomes

• Selling enterprise software or IT solutions in complex environments

• Managing and closing six- or seven-figure enterprise agreements

• Experience with Application Security, DevSecOps, SDLC, CI/CD, or related technology areas (advantageous but not required)

• Communicating effectively with both technical and senior business stakeholders

• Presenting in Swedish and English (both required)

Qualifications 

• Degree or equivalent professional experience
• Familiarity with MEDDPICC is helpful but not mandatory

What We Offer 

• Competitive compensation package including base salary, commission and benefits

• A flexible remote work environment

• The opportunity to shape the growth of the application security market in the Nordics

• A collaborative, supportive, international team culture

• A company committed to inclusivity, belonging and equal opportunities

• A culture grounded in our Core Values:

• We Are Bold: We challenge conventions, take calculated risks, and push boundaries to create meaningful impact

• We Put Customers First: We listen deeply and obsess over delivering real value

• We Scale Up: We think big, move fast, and build with the future in mind

• We Lead with Integrity: We act with honesty, transparency and respect in everything we do

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.