ReversingLabs

DevOps Engineer

• Create new and enhance existing CI/CD pipelines to ensure seamless deployments, upgrades, and rollbacks for critical services
• Use Terraform as the primary tool for infrastructure provisioning and change management, ensuring consistency and compliance across all environments
• Leverage advanced DevOps toolchains (Git, GitLab, Jenkins, Helm, Packer, Terraform, Ansible, HashiCorp Vault, Bash, Python) to drive automation and standardization
• Partner closely with development, QA, architecture, and ITSec teams on operational strategy, pipeline optimization, and automation roadmaps
• Conduct code, pipeline, and architecture reviews, ensuring reliability, scalability, and security in deployments
• Troubleshoot and resolve complex infrastructure and production issues by performing root cause analysis and implementing durable fixes
• Oversee production environments with proactive monitoring and maintenance
• Design and implement dashboards and alerts using Grafana, Prometheus, and ELK/Logstash to ensure real-time visibility into system health
• Build and manage multi-cloud infrastructure (AWS, Azure, Google Cloud) and containerized platforms (Docker, Kubernetes)
• Harden and administer IAM policies within AWS, including role-based access control and integration with SSO providers such as Okta
• Maintain documentation, processes, and workflows in Jira and Confluence
• Drive operational excellence by mentoring junior team members and contributing to strategic planning
• Perform other duties as assigned.

Senior DevOps Engineer

Sales

• Execute the ReversingLabs Sales Strategy
• Operationalize the company’s GTM priorities across Spectra Detect, Spectra Analyze, Spectra Intelligence, and Spectra Assure.
• Build targeted plans for enterprise, strategic, and federal accounts considering market signals, competitor activity, and buyer personas across AppSec, SecOps, Threat Intel, and DFIR.
• Provide day-to-day leadership for regional sales managers and their teams, ensuring disciplined execution, accurate forecasting, and strong opportunity management.
• Set clear expectations around POV excellence, pipeline development, territory planning, and customer engagement.
• Oversee enterprise and federal pipeline creation, ensuring coverage needed to support quarterly and annual goals.
• Partner directly on strategic deals, participating in POVs, executive briefings, negotiations, and customer alignment discussions to move high-value opportunities forward.
• Build deep relationships with key decision-makers across CISOs, Security Architecture, AppSec leaders, and Threat Intel teams.
• Leverage Salesforce, sales analytics, and KPIs to evaluate performance, improve forecasting accuracy, and strengthen overall predictability.
• Provide insights and recommendations to the CRO and executive leadership on risks, opportunities, and resourcing needs.
• Continuously refine POV methodology, qualification processes, sales enablement tools, and field operating rhythms.
• Partner with Sales Engineering leadership to strengthen technical-sales collaboration and elevate the customer experience.
• Collaborate closely with Marketing on demand generation, messaging, and campaign execution optimized for cybersecurity buyers.
• Partner with Product and Threat Research to align field feedback with roadmap direction, emerging threats, and evolving customer needs.
• Support seamless handoffs and customer lifecycle alignment with Customer Success and Professional Services.
• Stay current on cybersecurity market shifts, SSCS regulations, binary analysis advancements, and competitor positioning.
• Use insights to guide territory strategies, refine messaging, and ensure team readiness.
• Recruit, coach, and retain high-performing sales talent with expertise in cybersecurity and complex enterprise selling.
• Foster a culture of accountability, collaboration, resilience, and continuous improvement aligned with RL’s High Five Values.

Vice President, Sales

Consultant

• Support Technical Pre-Sales Across the Spectra Platform
• Support technical sales cycles across:
• Spectra Detect — malware classification and detection workflows
• Spectra Intelligence — enrichment, scoring, and contextual intelligence
• Spectra Analyze — static and dynamic analysis workflows
• Spectra Assure — software supply chain security and SBOM-focused use cases
• Deliver standard and semi-custom demos to security, AppSec, DevSecOps, and SOC teams.
• Assist in technical discovery to understand customer use cases and requirements.
• Participate in Proof-of-Value (POV) Engagements
• Support POV execution under the guidance of senior Solution Consultants.
• Help configure workflows, validate datasets, and track POV success criteria.
• Participate in customer syncs and contribute to technical readouts and findings.
• Apply and Grow Security Domain Knowledge
• Explain malware behaviors, threat indicators, and basic analysis outcomes.
• Demonstrate understanding of:
• malware analysis fundamentals
• threat intelligence concepts
• software supply chain security risks and workflows
• Learn how Spectra capabilities align to industry frameworks and customer security goals.
• Support Customer Adoption and Expansion
• Partner with Customer Success teams to support onboarding and adoption.
• Assist with technical validation during expansions and renewal cycles.
• Help customers understand best practices for integrating Spectra into existing workflows.
• Collaborate Across Teams
• Work closely with senior Solution Consultants, Product Management, and Engineering.
• Contribute to demo content, internal documentation, and repeatable assets.
• Continuously build technical depth across the Spectra Platform through training and hands-on experience.
• Cross-Functional Collaboration
• Provide product feedback and patterns to PM teams across Detect, Intelligence, Analyze, and Assure.
• Build demo flows, competitive content, and repeatable assets for the broader Solutions Engineering organization.
• Mentor junior SEs and support the onboarding of new team members.

Solution Consultant

Security Engineer

• Conduct security assessments and vulnerability scans of applications, APIs, and other software components.
• Identify, analyze, and report security vulnerabilities and risks.
• Develop and implement security controls and countermeasures to mitigate identified risks.
• Collaborate with development teams to ensure that security is built into the software development lifecycle (SDLC).
• Provide guidance and training to development teams on secure coding practices and best practices.
• Stay up-to-date on emerging security threats and trends.

Application Security Architect

Full-stack Engineer

• - Design, build, and maintain efficient, reusable, reliable, and testable code
• - Implement performant, high-quality back-end
• - Identify bottlenecks and bugs, as well as devise solutions to these problems
• - Help maintain code quality, organization, and automation; develop automated tests wherever possible to improve the CI/CD pipeline
• - Actively participate in activities such as brainstorming sessions, development of design specifications and project timelines, documentation, testing, and ongoing support of systems
• - Collaborate with a variety of stakeholders (PM, SDM, UX, QA, and DevOps) on defining and refining requirements, implementing them, testing, and shipping to production
• - Share coding practices, design principles, and implementation patterns with other team members; provide expertise and guidance in setting standards, choosing tools, libraries, etc.
• - Perform code reviews

Software Engineer

Account Manager

• - Build and maintain strong, mutually beneficial relationships with channel partners
• - Act as the main point of contact for channel partners and address their needs and concerns
• - Train and educate channel partners on ReversingLabs products, services and sales strategies
• - Assist in developing sales and marketing strategies to drive partner-led sales
• - Monitor and assess the performance of channel partners against predefined sales targets and KPIs
• - Work with channel partners to develop and manage sales pipelines
• - Stay informed about market trends, competitor activities and industry developments
• - Address any conflicts or issues that may arise between the company and channel partners
• - Prepare sales forecasts and reports for senior management

Channel Account Manager

• As a Regional Sales Manager with ReversingLabs, you will hit the ground running and your highest priority will be to strategically plan and meet or exceed your sales quota
• Manage and build relationships with key decision-makers in information security and technology departments within Fortune 500.
• Build a healthy opportunity pipeline within your territory and grow your territory revenues
• Upsell existing install base clients
• You will build out your territory and eventually leading a team
• You will strategically work with partner organizations to drive both direct and indirect sales
• Build relationships with channel reps in your territory to improve deal flow
• Work strategically our partner team to manage indirect deals
• Practice sustained prospecting activity by structuring your day / week efficiently
• Work cross functionally with finance, sales operations, sales enablement, marketing and legal to ensure your opportunities are advancing according to your forecasted close date
• Other duties as assigned

Regional Sales Manager – Mid-Atlantic/Southeast

Revenue Operations

• 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.
• 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
• 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
• 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.)
• 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
• 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.
• 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