ReversingLabs · 13 hours ago
Director, Revenue Operations
United States
Full-time
Remote
Director/Executive
$165K/yr - $175K/yr
8+ years expReversingLabs is a leading provider of threat intelligence solutions aimed at enhancing enterprise cybersecurity. The Director of Revenue Operations will oversee sales operations, analytics, and CRM support while ensuring data integrity and fostering collaboration across teams to meet productivity goals.
AnalyticsCyber SecuritySecurity
Responsibilities
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
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
Qualification
Required
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
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
Company
ReversingLabs
ReversingLabs is the Trusted Name in File and Software Security
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$81MKey Investors
Crosspoint Capital Partners
2021-08-05Series B· $56M
2017-11-29Series A· $25M
2011-12-01Series Unknown
Leadership Team
Mario Vuksan
Founder and CEO
Peter Doggart
Advisor
Recent News
2025-11-19
ReversingLabs US, Inc.
2025-11-13
2025-10-23
Company data provided by crunchbase