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.

Requirements

Proven Sales Leadership in Cybersecurity / Enterprise SaaS
13-15 years in sales and sales management with a strong record of exceeding revenue targets.
Experience selling complex cybersecurity or software supply chain solutions into enterprise and federal environments.
Deep Market Understanding
Knowledge of security buyer personas (CISO, AppSec, SecOps, Threat Intel).
Familiarity with POV-driven sales motions, competitive intelligence, and technical product positioning.
Strategic Execution & Operational Discipline
Demonstrated ability to translate strategic goals into actionable sales plans and operational rhythms.
Skilled in forecasting, analytics, and leverage of Salesforce and sales reporting to drive predictability.
Leadership & Talent Development
Experience managing and developing high-performing sales managers and field teams.
Strong coaching abilities and a passion for building culture and elevating execution standards.
Executive Communication & Customer Influence
Strong communicator with the ability to lead customer conversations, influence executive stakeholders, and collaborate across functions.
Comfortable representing ReversingLabs with enterprise and federal customers, channel partners, and internal leadership.
Metrics-Driven, Curious, and Growth-Oriented
Ability to inspect pipeline quality, opportunity conversion, and leading indicators with high rigor.
A mindset focused on continuous improvement, team enablement, and operational excellence.

Benefits

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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Sales LeadershipCybersecurityEnterprise SaaSSales ManagementForecastingSales AnalyticsSalesforcePOV-driven SalesCompetitive IntelligenceTechnical Product Positioning

Soft Skills

CoachingCommunicationCollaborationInfluenceAccountabilityResilienceContinuous ImprovementTalent DevelopmentStrategic ExecutionOperational Discipline