Senior Manager of Business Development, ReversingLabs
$148-158k
Plus performance-based bonus or commission and equity
More information about location
Threat intelligence solution
Open for applications
Threat intelligence solution
201-500 employees
Open for applications
$148-158k
Plus performance-based bonus or commission and equity
More information about location
201-500 employees
Company mission
To analyze and secure every enterprise software package, container and file, at the speed of business.
Role
Who you are
- 6–8+ years of experience in business development, sales development, or inside sales, including team leadership experience
- 5+ years of experience in cybersecurity or a related technical industry preferred
- Proven success building and scaling pipeline generation in a high-growth, multi-segment environment
- Strong leadership track record with the ability to hire, develop, and retain top talent
- Experience owning and evolving business development strategy, not just execution
- Data-driven mindset with experience leveraging CRM tools (Salesforce preferred) to build reports, dashboards, and performance insights
- Demonstrated ability to work cross-functionally with Sales, Marketing, and RevOps to drive alignment and results
- Deep understanding of inbound and outbound business development strategies and modern prospecting tools
- Strong communication, organizational, and stakeholder management skills
- Ability to operate effectively in a fast-paced, evolving environment
- Passion for technology and curiosity within the cybersecurity landscape
- A hands-on, player-coach mentality with a focus on continuous improvement
What the job involves
- As the Senior Manager, Business Development, you will lead and evolve ReversingLabs’ Business Development function, overseeing a team responsible for driving top-of-funnel strategy, pipeline generation, and early-stage customer engagement
- This role goes beyond day-to-day management—requiring a strategic leader who can build, scale, and optimize a high-performing business development engine aligned to company growth objectives
- You will play a critical role in shaping go-to-market execution, partnering cross-functionally with Sales, Marketing, and Revenue Operations to ensure alignment across campaigns, territories, and pipeline targets
- Through strong leadership, data-driven decision making, and continuous process improvement, you will enable your team to consistently deliver high-quality opportunities that fuel revenue growth
- Build, develop, and lead a high-performing Business Development team (SDR/ISR), setting the vision, structure, and strategy to support company growth
- Own top-of-funnel pipeline generation strategy, ensuring consistent delivery of high-quality, sales-ready opportunities across segments and regions
- Mentor and develop team members through structured coaching, career development planning, and performance management to elevate individual and team performance
- Establish KPIs, dashboards, and reporting frameworks to measure team performance, pipeline health, and conversion effectiveness
- Partner closely with Sales, Marketing, and RevOps to design and execute integrated campaigns, territory plans, and strategic initiatives
- Continuously refine business development processes, qualification methodologies, and outreach strategies to improve efficiency and results
- Guide the team in leveraging modern prospecting techniques and tools to engage multiple personas and articulate the ReversingLabs value proposition
- Ensure pipeline coverage aligns with revenue targets, proactively identifying gaps and adjusting strategy to meet business needs
- Lead hiring, onboarding, and enablement efforts to attract and retain top business development talent
- Partner with internal stakeholders to ensure onboarding programs and ongoing training reflect evolving product offerings and market positioning
- Participate in QBRs, Sales Kickoffs, and leadership forums, providing insights into pipeline performance and business development impact
- Other duties as assigned
Our take
In the world of cybersecurity, a good offense makes for a good defense. Active malware detection programs can greatly improve threat detection and elimination, saving time and money. ReversingLabs offers unprecedented threat detection and analysis to combat the latest intelligent cyber attacks.
ReversingLabs' active decomposition technology allows a full-scale analysis of all incoming content to identify any potential threats. Users can verify the software supply chain, hunt malware threats continuously, and prevent phishing and email attacks. The company's approach to actively combating malware attacks has attracted a variety of big-name customers, including Cisco, JPMorgan and Motorola.
ReversingLabs has garnered impressive amounts of funding to date, allowing it to advance within the rapidly growing cybersecurity market. With the cybersecurity industry needing to accommodate limited security budgets while providing scalable, agile and efficient security features, ReversingLabs joins competitors TDi Technologies, Claroty and Lastline in developing effective, future-proof platforms.
Freddie
Company Specialist at Welcome to the Jungle
Insights
20% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Aug 2021
$56m
SERIES B
Apr 2020
$10m
SERIES A
Total funding: $91m
Company benefits
- Paid vacation and sick leave
- On-the-job training, tech talks, personal training and development
- Flexible work schedule
- Free snacks and beverages
- Commuter benefits
- Employee referral bonus program
- Company events & activities
- Medical with deductible reimbursements
- Employer paid dental, vision, disability & life insurance
- 401k
- Flexible Spending Accounts (health & dependent)
- Quarterly (3 day) Wellness Weekends
- Pet insurance
- Opportunities for advancement
- Innovative and collaborative work environment
Company HQ
Kendall Square, Cambridge, MA
Leadership
Mario Vuksan
(Founder & CEO)Mario worked as a Software Engineer for 4 years before spending almost 5 years at Groove Networks. They spent over 3 years at Bit9, leaving their Director of Research position in December 2008 to found ReversingLabs the following month.
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