Senior Director of Revenue Operations, ReversingLabs
$173-183k
+ Performance Based Bonus / Commission
Excel
Salesforce
Expert level
Remote from US
More information about location
Threat intelligence solution
Be an early applicant
Threat intelligence solution
201-500 employees
B2BSaaSCyber Security
Be an early applicant
$173-183k
+ Performance Based Bonus / Commission
Excel
Salesforce
Expert level
Remote from US
More information about location
201-500 employees
B2BSaaSCyber Security
Company mission
To analyze and secure every enterprise software package, container and file, at the speed of business.
Role
Who you are
- 10 to 13 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
- Experience applying data science or advanced analytics techniques within Revenue Operations, Sales Operations, or Marketing Operations environments
- Familiarity with modern GTM tooling, including platforms like Clay (or similar enrichment/automation tools), and the ability to operationalize them within the revenue tech stack
- Strong understanding of the GTM tech stack, including CRM (Salesforce), marketing automation, data enrichment, sales engagement, and analytics tools
- Demonstrated ability to connect data insights to practical GTM execution, improving pipeline generation, conversion, and overall revenue performance
- Experience working cross-functionally to evaluate, select, and implement GTM tools that drive efficiency and scalability
- 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
What the job involves
- 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 Senior 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
- 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
- Data Science & GTM Technology Optimization
- Leverage data science methodologies to analyze pipeline performance, customer behavior, and revenue trends, translating insights into actionable GTM strategies
- Evaluate, implement, and optimize modern GTM tools (e.g., data enrichment, outbound orchestration, and workflow automation platforms such as Clay or similar tools) to enhance pipeline generation and efficiency
- Partner with Sales, Marketing, and RevOps stakeholders to build scalable data models that improve forecasting accuracy, segmentation, and targeting
- Drive experimentation and A/B testing across GTM motions (outbound, inbound, ABM) to continuously improve conversion rates and pipeline velocity
- Ensure seamless integration and data flow across GTM systems (CRM, marketing automation, enrichment tools), maintaining high data quality and usability
- Stay current on emerging GTM technologies and AI-driven tools, recommending and implementing solutions that create competitive advantage
- 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
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
Top investors
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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