Federal Sales Manager

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 Federal Sales Manager, will leverage your sales expertise as a seasoned sales professional to proactively and creatively prospect and hunt for new business with United States Government Departments and Agencies, including the defense, intelligence, law enforcement/justice, and public/civilian sectors). You will work closely with stakeholders to define their needs and collaborate with them to align them with the best ReversingLabs solution for their organization. You will be highly collaborative with all internal groups from Product to Sales Engineering and Marketing to give stellar service to our prospective and current clients.

What You Will Do

• As a Federal Sales Manager with ReversingLabs, you will hit the ground running and your highest priority will be to strategically plan and meet or exceed your sales quota
• Identify and research potential clients
• Manage and build relationships with key decision-makers in Federal information security and technology departments.
• Build a healthy opportunity pipeline within your territory and grow your territory revenues
• Upsell existing install base clients
• You will build out your territory and eventually lead a team
• You will strategically work with partner organizations to drive both direct and indirect sales
• Build relationships with channel reps in your territory to improve deal flow
• Work strategically with our partner team to manage indirect deals
• Practice sustained prospecting activity by structuring your day / week efficiently
• Work cross functionally with finance, sales operations, sales enablement, marketing and legal to ensure your opportunities are advancing according to your forecasted close date
• Work with internal, cross functional partners in Product, Marketing, Support, etc... to strategically align RL products and services to customer missions

What We Are Looking For

• 10+ years successful experience selling security software to Federal customers across the defense, intelligence, law enforcement/justice, and civilian/public sectors. (DoD, DHS, DOJ, HHS, DOE, Transportation, Labor, Interior, ect)
• Direct experience building out the public sector sales function in an early stage organization.
• The ideal candidate will have a SOAR, SIEM, or Application Security background
• Deep knowledge of the regulations, policies and processes related to selling to United States Government Departments and Agencies
• Expertise in managing sales opportunities from prospect to closure
• Demonstrated ability to forecast and manage information using SalesForce.com
• Ability to manage multiple high priority tasks to successful completion
• Ability to work in a fast paced, geographically dispersed organization
• 4 Year Bachelor of Arts or Science degree preferred

• 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

The base salary range for this role is influenced by several factors, including work location, job-related skills and experience, relevant education, training or certifications, and other business needs. For this position, the target base salary is $150,000 - $160,000.

At ReversingLabs, we believe that cash salary is just one part of our Total Rewards package. We’re proud to offer a comprehensive benefits package that includes base salary, bonus, stock awards, and extensive healthcare coverage. Additionally, we provide quarterly wellness weekends, retirement savings options, an annual Calm membership, access to Udemy for training and growth development, parental leave, and much more. We look forward to sharing more details about our Total Rewards package during the recruitment process.

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,  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 and England, 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.
Applicants only - Recruiting agencies, please do not contact.