Account Manager

Account Manager (formerly Regional Sales Manager, Staff) 

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 Account Manager (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.