Director, Revenue Operations

At Reversing Labs, 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 Solar Winds, Circle

CI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only Reversing Labs 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 Reversing Labs.

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.

What You Will Do

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 (Q ) 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.)

Administrator

• Maintain  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  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…