Director, Revenue Operations

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.

Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.

You, as the Director, Revenue Operations, will be responsible for helping the team scale while meeting our productivity and efficiency goals. The scope includes, but not limited to, reporting, analytics, sales process and tools improvements, plus cross-functional initiative support.  Additionally maintaining the data integrity and being responsible for the day to day support and maintenance of SFDC. 

Given the strategic and cross-functional nature of this role, the ideal candidate will have strong quantitative and analytical skills, excellent communication skills and collaborative mindset.

What You Will Do

Sales Operations

• Sales Analysis
• Develop standard reports and dashboards for sales activities, pipeline, bookings, commissions, and forecasting
• Maintain KPIs around sales productivity and quota attainment
• Provide support for annual revenue and territory planning
• Market analysis, competitive analysis etc.
• Support quarterly business review (QBR) process with analytics, logistics, and presentations
• Sales Systems & CRM Support
• Create and maintain communication platforms for the sales organization with relevant updates and announcements
• Coordinate vendor agreements, contracts, licenses, and renewals for all sales systems and tools
• Centralized help-desk providing support for sales systems including Salesforce, Chatter, etc. for the sales organization, including troubleshooting, gathering feedback and documenting processes
• Deal Desk Support
• Primary liaison / conduit for the sales team and sales contracts attorney
• Primary responsibility for creating sales quotes, managing discounting process within guidelines for both end users and resellers
• Support and responsibility for RFP responses
• Support customer contracting process including contract reviews, working with outside counsel, managing redline cycles, and obtaining signatures.  Primary responsibility to close/won and close/lost sales opportunities
• Responsibility for recording orders and “bookings” in CRM system based upon securing ALL necessary elements (executed agreements / quotes and purchase orders) from customers
• Maintain sales operations file repository / folders with appropriate role based access cross-functionally
• Maintain most up to date Company approved document templates to aid accurate sales motion (NDA, MSA, quotes, SLA, SOW, RFP responses, etc.)

Salesforce.com Administrator

• Maintain Salesforce.com including support of daily operations, configuration changes, data hygiene and integrity, reporting, training, and troubleshooting
• Ensure all CRM processes enables us to consistently gather high-quality data and provide clear visibility into the sales pipeline at all stages
• Create and maintain documentation on processes, policies, application configuration, business rules and help related materials for users
• Keep up-to-date on new Salesforce.com features and functionality and provide recommendations for process improvements
• Manage the relationship with, and project manage the work of, external Salesforce development resource

Marketing Operations & Go-To-Market Alignment

• Partner closely with Marketing leadership to align demand generation, pipeline creation, and revenue goals across the full funnel (MQL → SQL → Closed Won).
• Own end-to-end funnel analytics, including lead flow, conversion rates, pipeline velocity, attribution, and ROI reporting across campaigns, segments, and regions.
• Develop and maintain dashboards and reporting that provide clear visibility into marketing performance, pipeline contribution, and forecast impact for executive leadership.
• Ensure strong data governance and process alignment between Marketing Automation platforms (e.g., HubSpot/Marketo), Salesforce, and downstream revenue reporting.
• Define, document, and optimize lead management processes, including lead scoring, routing, SLAs, lifecycle stages, and handoffs between Marketing, SDRs, and Sales.
• Support planning and execution of integrated GTM motions, including campaign tracking, product launches, ABM initiatives, and vertical/segment-based programs.
• Partner with Marketing and Finance on pipeline planning, capacity modeling, and target setting to support quarterly and annual revenue plans.
• Drive continuous improvement of marketing operations workflows, tools, and reporting to increase efficiency, scalability, and impact.
• Serve as a key operational liaison between Sales, Marketing, and Finance to ensure consistent metrics, shared accountability, and aligned decision-making.

Other

• Assist with developing and administering sales incentive compensation plans
• Seek to identify operational challenges and improve sales processes across Enterprise, Government and Business Development segments of the business
• Assist with all budgeting planning and activities for RL Sales
• Develop, maintain and improve standard operating procedure manual for all sales processes
• Develop and share information on successful sales campaigns and approaches among sales team
• Identify, design, and implement sales process improvements; maintenance of sales policies, business rules, guidelines, and training materials
• Work with the sales team to vet, onboard, train and ready them to be effective members of the sales organization
• Serve as primary liaison between Sales, Marketing and Finance
• Other duties as assigned

What We Are Looking For

• 8 to 10 years’ experience enhancing sales processes, sales tools, reporting, metrics, and policies
• Solid working knowledge of deal desk operations including contract review, quoting, proposal generation and sales order processing
• Deep technical understanding of the Salesforce platform and its capabilities
• 3+ years of Salesforce experience configuring, implementing, and administering Salesforce
• Outstanding performance in a sales operations role is a must
• Comfort with large data sets; high proficiency with Excel
• Ability to correlate results from data analysis to sales processes and drive continuous improvement in sales productivity
• Solid written and verbal communication, interpersonal, and presentation skills
• Possess good analytical, problem-solving and decision-making skills
• Ability to build relationships and buy-in to drive change effectively in a positive manner
• “Hands-on” experience in a high growth software start-up environment
• BA/BS required

• Competitive compensation packages (base, bonus and equity)
• HRA - RL covers your Medical deductible through reimbursements
• Employer paid dental, vision, disability & life insurance
• Voluntary Buy up Life Insurance for you and your dependents
• 401k: Traditional and Roth 
• Flexible Spending Accounts (health & dependent)
• Flexible PTO-take time when you need it
• Quarterly (3 day) Wellness Weekends
• Access to Udemy Business for professional development and continuous learning across a wide range of courses
• Pet insurance
• Hospital Indemnity insurance and Accident  insurance
• Employee Assistance Plan (EAP)- offering mental health, financial, and legal resources
• Remote Work Stipend to cover the cost of your internet and cell phone cost
• All employees receive a complimentary membership to the Calm app, promoting mental well-being and stress reduction
• Volunteer Time allowance of 8 hours yearly to support the 501c of your choice
• Opportunities for advancement
• Innovative and collaborative work environment

The base salary range for this role is influenced by several factors, including work location, job-related skills and experience, relevant education, training or certifications, and other business needs. For this position, the target base salary is $165K to $175K.

At ReversingLabs, we believe that cash salary is just one part of our Total Rewards package. We’re proud to offer a comprehensive benefits package that includes base salary, bonus, stock awards, and extensive healthcare coverage. Additionally, we provide quarterly wellness weekends, retirement savings options, an annual Calm membership, access to Udemy for training and growth development, parental leave, and much more. We look forward to sharing more details about our Total Rewards package during the recruitment process.

ReversingLabs was founded in 2009 with the mission to offer the ultimate threat detection solutions. Our security products are used by some of the largest organizations in the world, including 2 of the top 3 banks, 4 of the top 6 software companies, and 2 of the top 6 insurance companies. We have been honored with numerous awards through the years including the 2023 Global InfoSec Award, 2022 CDM Global Infosec Awards, 2021 SC Media Trust Award for Best Threat Intelligence Technology, a 2020 Stevie Award, and the 2017 JPMorgan Chase Hall of Innovation Award for our truly unique malware and explainable threat intelligence products. 

Our pioneering technologies, exceptional products, and successful customer deployments also drove investments in ReversingLabs by some of the prominent investors in the world. With remote employees throughout the United States and England, and offices in Boston, United States and Zagreb, Croatia, ReversingLabs will continue to deliver groundbreaking innovation with top global talent.

We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. If there is a match between your experiences/skills and the Company needs, we will contact you directly. ReversingLabs is an equal opportunity employer. 

Applicants only - Recruiting agencies, please do not contact.