• Execute the ReversingLabs Sales Strategy • Operationalize the company’s GTM priorities across Spectra Detect, Spectra Analyze, Spectra Intelligence, and Spectra Assure. • Build targeted plans for enterprise, strategic, and federal accounts considering market signals, competitor activity, and buyer personas across AppSec, SecOps, Threat Intel, and DFIR. • Provide day-to-day leadership for regional sales managers and their teams, ensuring disciplined execution, accurate forecasting, and strong opportunity management. • Set clear expectations around POV excellence, pipeline development, territory planning, and customer engagement. • Oversee enterprise and federal pipeline creation, ensuring coverage needed to support quarterly and annual goals. • Partner directly on strategic deals, participating in POVs, executive briefings, negotiations, and customer alignment discussions to move high-value opportunities forward. • Build deep relationships with key decision-makers across CISOs, Security Architecture, AppSec leaders, and Threat Intel teams. • Leverage Salesforce, sales analytics, and KPIs to evaluate performance, improve forecasting accuracy, and strengthen overall predictability. • Provide insights and recommendations to the CRO and executive leadership on risks, opportunities, and resourcing needs. • Continuously refine POV methodology, qualification processes, sales enablement tools, and field operating rhythms. • Partner with Sales Engineering leadership to strengthen technical-sales collaboration and elevate the customer experience. • Collaborate closely with Marketing on demand generation, messaging, and campaign execution optimized for cybersecurity buyers. • Partner with Product and Threat Research to align field feedback with roadmap direction, emerging threats, and evolving customer needs. • Support seamless handoffs and customer lifecycle alignment with Customer Success and Professional Services. • Stay current on cybersecurity market shifts, SSCS regulations, binary analysis advancements, and competitor positioning. • Use insights to guide territory strategies, refine messaging, and ensure team readiness. • Recruit, coach, and retain high-performing sales talent with expertise in cybersecurity and complex enterprise selling. • Foster a culture of accountability, collaboration, resilience, and continuous improvement aligned with RL’s High Five Values.