Senior Director, Revenue Operations

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 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 Operations 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 What We Are Looking For 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 Benefits & Perks, Designed for How You Work, Live, and Grow Compensation & Financial Security Base Salary, $173,000 – $183,000 plus performance‑based bonus or commission (role‑dependent), a comprehensive Total Rewards package and equity so you share in the success you help build. 401(k) with both Traditional and Roth options to support your long‑term financial goals Flexible Spending Accounts (Health Care & Dependent Care) to help maximize tax savings Health & Well‑Being Exceptional medical coverage, ReversingLabs covers nearly 90% of premiums across all coverage levels, significantly reducing out of pocket costs Health Reimbursement Arrangement (HRA), we reimburse your medical deductible, providing an extra layer of financial protection and peace of mind 100 % Employer‑paid dental, vision, disability, and life insurance Voluntary benefits including life insurance, Hospital Indemnity, and Accident coverage for added flexibility and protection Pet insurance, because family comes in many forms Complimentary Calm app membership to support mindfulness, focus, and better sleep Work‑Life Balance & Flexibility Flexible PTO, take the time you need to recharge and take care of what matters most Quarterly Wellness Weekends, company‑wide 3‑day breaks built into the year to truly rest and reboot. Remote work stipend to help offset internet and cell phone expenses Volunteer Time Allowance, 8 paid hours annually to support a 501(c)(3) organization you care about Growth, Learning & Culture Continuous learning and development with full access to Udemy Business Clear paths for advancement, internal mobility, and ongoing career development A collaborative, innovative, and remote‑first environment where your work has real impact Workplace Recognition ReversingLabs is proud to be recognized as a Best Workplace by Inc. (2025) and a Best Place to Work by Built In (2025 & 2026) across multiple categories. Reflecting our commitment to building a workplace where people feel valued, supported, and empowered to grow. About Us ReversingLabs was founded in 2009 with the mission to offer the ultimate threat detection solutions. Our security products are used by some of the largest organizations in the world, including 2 of the top 3 banks, 4 of the top 6 software companies, and 2 of the top 6 insurance companies. We have been honored with numerous awards through the years including the 2023 Global InfoSec Award, 2022 CDM Global Infosec Awards, 2021 SC Media Trust Award for Best Threat Intelligence Technology, a 2020 Stevie Award, and the 2017 JPMorgan Chase Hall of Innovation Award for our truly unique malware and explainable threat intelligence products. Our pioneering technologies, exceptional products, and successful customer deployments also drove investments in ReversingLabs by some of the prominent investors in the world. With remote employees throughout the United States, EMEA, Croatia, Canada, and offices in Boston, United States and Zagreb, Croatia, ReversingLabs will continue to deliver groundbreaking innovation with top global talent. We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. If there is a match between your experiences/skills and the Company needs, we will contact you directly. ReversingLabs is an equal opportunity employer. For U.S.-based roles, candidates must be authorized to work in the United States without the need for current or future employer sponsorship. ReversingLabs does not sponsor employment visas at this time. Applicants only - Recruiting agencies, please do not contact. #J-18808-Ljbffr Reversinglabs