Inside Sales Representative


Black Duck Software is the leading supplier of open source software governance and compliance management solutions. We are seeking an energetic individual to join our Inside Sales team to generate qualified prospects for sales to close. 

Success in the ISR role requires a hunter-mentality with significant time on the phone following up on leads generated from marketing programs, Business Development Reps as well as independent prospecting.  The individual hired for this role will move into a closer role.


  • Master Black Duck’s target market, business drivers and strategies so that you can develop intrigue and position Black Duck products as a value add solution with prospects
  • Reach out to and follow up with respondents from a variety of marketing programs to initiate conversation, learn current business programs and qualify potential business applications
  • Execute the necessary daily activities as set forth by management, including phone calls and emails at a high quality to meet your monthly goals
  • Identify key targets in our database and initiate contact with appropriate suspects, leveraging research resources to create intrigue, assess their current business methods and position Black Duck’s solutions
  • Identify and Qualify new account opportunities
  • Leverage all contacts to identify other prospects through referrals
  • Identify decision makers and company goals to position Black Duck appropriately
  • Work in a team environment supporting multiple Field Sales Representatives
  • Ability to own and manage the sales cycle from initial prospecting to close
  • Track all activity thoroughly in our CRM system to support account and management teams, validate activity and lead qualification reports, and provide Field Sales Representatives with solid background on opportunities need and intrigue to ensure high-quality prospect transition into the sales process
  • Identify enterprise ready opportunities and transition opportunities to Field Sales Representatives by proactively setting up sales appointments for further discussions


  • BS or BA degree and a minimum of 2 years in software/technology sales
  • Experience conducting business and building relationships in phone & email, with excellent phone, interpersonal, verbal & written capabilities
  • Client-oriented writing skills
  • Experience successfully managing multiple priorities simultaneously, maintaining a high-volume pace with the ability to “switch gears” quickly as the prospecting conversation warrants
  • Over-the-top motivation and creativity to successfully reach prospects and create  conversations
  • Comfort recording everything into our CRM system ( – we can only improve what we  measure)
  • Professional persistence & ability to “think on your feet” and make a compelling introduction.  HUNTER mentality
  • Organizational skills and a results-oriented  self-starter attitude
  • Proven track record of meeting and exceeding goals – this position carries an opportunity and pipeline quota and bonuses for exceeding quota
  • Working knowledge of MS Office applications, and internet navigation

Personal Characteristics:

  • Highly intelligent individual who is driven to succeed
  • Possess a high level of maturity and self-assurance
  • Possess a high level of personal and professional integrity and an underlying commitment to make things happen
  • Prepared to listen, learn and be molded into becoming a successful Black Duck representative

Organizations worldwide use Black Duck Software’s industry-leading products to secure and manage open source software, eliminating the pain related to security vulnerabilities, compliance and operational risk. Black Duck is headquartered in Burlington, MA, and has offices in Mountain View, CA, London, Frankfurt, Hong Kong, Tokyo, Seoul and Beijing. For more information, visit

Interested applicants can apply via Black Duck Careers