ReversingLabs

Account Executive

• Identify potential SLED customers and build a pipeline of opportunities.
• Engage with resellers/partners in the SLED vertical market.
• Research and stay informed about government and education trends and initiatives.
• Attend industry events and conferences to network and generate leads.
• Collaborate with customers to understand their challenges and objectives.
• Develop a deep understanding of our product and how they can address customers needs.
• Prepare and present proposals, quotes, and presentations to potential clients
• Customize proposals to meet the unique requirements and budgets of government and educational institutions
• Maintain accurate records of sales activities, opportunities and customer interaction in Salesforce
• Prepare regular sales reports and forecasts
• Recognize the importance of timing to close deals and are able to balance driving closing cycle while being responsive to the customer’s needs and fundamentally building trust in the relationship
• Other duties as assigned

Account Executive, SLED

Backend Engineer

• - Development of in-house technologies and tools
• - Designing, building, and maintaining efficient, reusable, and reliable Python code
• - Identifying bottlenecks and bugs, and devising solutions to those problems
• - Providing expertise and guidance in setting standards, choosing tools and libraries, etc.
• - Performing code reviews

Backend Software Engineer

Account Manager

• Responsible for creating, developing, and managing to joint business plan with assigned strategic partner(s)
• Identify key initiatives and targeted sellers associated
• Develop marketing and technological activities to support initiatives in the field
• Assist with and monitor execution of field plan activities
• Provide monthly key performance indicator (KPI) reports to strategic partner and channel stakeholders
• Review business plan engagement level(s), funnel, and sales related to targeted sellers for each joint initiative during quarterly business reviews (QBRs)
• Regularly identify opportunities for business plan enhancement, make changes, accordingly, monitor for performance, repeat as necessary
• Perform quarterly business review (QBR) with assigned strategic partner(s)
• Overall sales and revenue performance against strategic partner target(s)
• Review current business plan initiatives, targeted sellers, activities, and performance (both seller and channel manager)
• Add value – Proactively bring ideas to improve performance, drive profitable revenue, increase ease of doing business (contests, reporting/visibility, solutions, process changes, etc.)
• Identify, communicate, and jointly develop a plan to address sales & revenue trends as needed with strategic partner(s)
• Sales/Revenue breakdown (examples)
• Seller Participation
• Product
• Contract Term
• New Logo Attainment
• Large Deal Quantity
• Develop national/regional market coverage plans and initiatives
• Drive recruitment initiatives where applicable for underdeveloped markets
• Develop onboarding programs and strategies
• Strategic sellers – work with channel manager on general onboarding process
• Work with marketing to develop and deliver welcome package to include (examples): Personal letter, giveaways, strategic prod. material

Channel Account Manager

Sales

• 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
• Build out your territory and 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 with 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

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.

Account Executive, SLED

Backend Software Engineer

Channel Account Manager

Regional Sales Manager

Senior DevOps Engineer