Director Sales Enablement

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 Reven