Director, Revenue Operations

ReversingLabs

About The Position

At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally. Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk. 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 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.

Requirements

8 to 10 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
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

Responsibilities

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
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
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.)
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
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.
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

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