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Federal Sales Manager



Sales & Business Development
United States
Posted on Wednesday, May 22, 2024

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 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

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