Director of Global Sales Engineering & Field Chief Technology Officer, ReversingLabs

• You’re a genuine player-coach: current enough to run the hard demo yourself, and disciplined enough not to do your team’s job for them. You’ve written the playbook for a technical customer-facing function rather than inherited one, and you can move from a packet capture to a board-level risk conversation in the same afternoon, credible in both
• Experience -12+ years in technical, customer-facing roles; 5+ years leading a team
• Experience: 12+ years in technical, customer-facing roles (sales engineering, solution architecture, professional services, or technical customer success), with 5+ years leading a team
• Builder: You’ve built a technical customer-facing function from the ground up at a growth-stage company. You’ve written the playbook, not just inherited one
• Player-Coach: You’re current enough to run the hard demo yourself and disciplined enough not to do your team’s job for them
• Technical Depth and Breadth: Comfortable deep-diving into a hard problem, and skilled at getting out of a rabbit hole when the deal needs you somewhere else
• Executive Presence: You can move from a packet capture to a board-level risk conversation in the same afternoon, and be credible in both
• Security Domain Fluency: Software supply chain, malware analysis, threat intelligence, endpoint, SOC operations, OT/ICS, or an adjacent discipline. You don’t need to know our products on day one; you need the technical foundation to own them quickly
• Deployment and Adoption Reality: You’ve carried responsibility for what happens after the signature (implementation, integration, escalation), and it shapes how you sell
• Communication: Excellent written and verbal communication with both technical and non-technical stakeholders; you remove confusion, doubt, and uncertainty rather than add to it
• AI-Forward Mindset: You embrace AI and emerging technologies as part of how you work, using them to improve efficiency, solve problems, and deliver better results. You’re curious, open to new ways of working, and willing to experiment, learn, and help others adopt tools and approaches that make us more effective

Desirable

• This is a dual role internally, you’ll be our Director of Global Sales Engineering, leading a team of Sales Engineers supporting a ~$40M book of business; externally, you’ll be our Field CTO, the most credible technical voice ReversingLabs puts in front of CISOs, product security leaders, and conference audiences. You’ll report directly to the CRO and sit on the GTM leadership team
• You’ll be in deals, on whiteboards, and in escalations while building the operating system that lets this function scale well past its current size, and you’ll carry what the market tells you back into Product and Engineering
• Lead, coach, and develop the global Sales Engineering team; own hiring, ramp, career pathing, and performance for the function
• Operate as a player-coach, personally engaged in strategic and competitive deals and demonstrating the standard rather than describing it
• Assess gaps in evolving skill and training needs, then build and run the programs that close them across sales, product, and technical depth
• Design the team’s model for scale: coverage, specialization, capacity planning, and the case for the next hires as the business grows
• Improve and codify the technical layer of our sales methodology (discovery, demo, evaluation, and proof of value) so it scales with a rapidly growing sales organization
• Interpret prospective customer requirements and translate them into tailored demonstrations and solution designs across the Spectra portfolio
• Lead technical evaluation cycles to a decisive technical win; design, validate, and document the solutions that get us there
• Own the transition from technical win to successful deployment. A clean handoff into onboarding and production is part of the job, not someone else’s problem
• Refine internal processes so performance is measurable, the customer experience is consistent, and the team’s impact on deal outcomes is visible
• Represent ReversingLabs on stage, on panels, in webinars, in the press, and with industry analysts
• Build executive-level technical trust with CISOs, CTOs, and product security leaders: the conversations that happen above the evaluation
• Develop and defend our competitive positioning, including against crowdsourced alternatives and legacy AST/SCA tooling, with substance rather than slideware
• Develop deep expertise in industry trends, regulatory pressure, and competitive offerings, and make that expertise usable by the whole field team
• Partner with Marketing to shape technical content, launches, and field programs that generate pipeline
• Act as the technical liaison between prospective customers and our Product and Engineering teams
• Collect, synthesize, and prioritize field feedback into roadmap influence, bringing evidence, not anecdotes
• Provide timely, insightful input to Product Management, Marketing, and business leadership on what is winning, what is losing, and why
• Maintain deep expertise in the feature functionality and practical application of all ReversingLabs offerings
• Other duties as assigned
• First 30 days: You know the products cold enough to demo unaided, you’ve met every member of the team, and you’ve been in front of customers
• First 90 days: You have a written point of view on where we lose technical cycles and why, an assessment of team capability against the coverage we need, and the first process changes in flight
• First 6 months: Evaluation and proof-of-value execution is measurably more consistent; the technical-win-to-deployment handoff is defined and working; and you’re visible in market as our Field CTO
• First 12 months: The function scales without you personally in every deal; field feedback is visibly shaping the roadmap; and technical win rate and evaluation cycle time have both moved in the right direction