Job description

Why This Role, Why Now This is a dual role internally, you’ll be our Director of Global Sales Engineering, leading a team of Sales Engineers supporting a ~$40M book of business; externally, you’ll be our Field CTO, the most credible technical voice ReversingLabs puts in front of CISOs, product security leaders, and conference audiences. You’ll report directly to the CRO and sit on the GTM leadership team. Is This You? You’re a genuine player-coach: current enough to run the hard demo yourself, and disciplined enough not to do your team’s job for them. You’ve written the playbook for a technical customer-facing function rather than inherited one, and you can move from a packet capture to a board-level risk conversation in the same afternoon, credible in both. You’ll be in deals, on whiteboards, and in escalations while building the operating system that lets this function scale well past its current size, and you’ll carry what the market tells you back into Product and Engineering. At a Glance Role - Director, Global Sales Engineering & Field CTO Team - Sales Location - Remote, USA Compensation - $200,000 – $210,000 base + commission + equity Experience -12+ years in technical, customer-facing roles; 5+ years leading a team Travel - ~30–40% (customers, field events, industry conferences) What You’ll Own • Lead and grow the team • Lead, coach, and develop the global Sales Engineering team; own hiring, ramp, career pathing, and performance for the function. • Operate as a player-coach, personally engaged in strategic and competitive deals and demonstrating the standard rather than describing it. • Assess gaps in evolving skill and training needs, then build and run the programs that close them across sales, product, and technical depth. • Design the team’s model for scale: coverage, specialization, capacity planning, and the case for the next hires as the business grows. • Own the technical win • Improve and codify the technical layer of our sales methodology (discovery, demo, evaluation, and proof of value) so it scales with a rapidly growing sales organization. • Interpret prospective customer requirements and translate them into tailored demonstrations and solution designs across the Spectra portfolio. • Lead technical evaluation cycles to a decisive technical win; design, validate, and document the solutions that get us there. • Own the transition from technical win to successful deployment. A clean handoff into onboarding and production is part of the job, not someone else’s problem. • Refine internal processes so performance is measurable, the customer experience is consistent, and the team’s impact on deal outcomes is visible. • Be our technical voice in the market (Field CTO) • Represent ReversingLabs on stage, on panels, in webinars, in the press, and with industry analysts. • Build executive-level technical trust with CISOs, CTOs, and product security leaders: the conversations that happen above the evaluation. • Develop and defend our competitive positioning, including against crowdsourced alternatives and legacy AST/SCA tooling, with substance rather than slideware. • Develop deep expertise in industry trends, regulatory pressure, and competitive offerings, and make that expertise usable by the whole field team. • Partner with Marketing to shape technical content, launches, and field programs that generate pipeline. • Close the loop with Product • Act as the technical liaison between prospective customers and our Product and Engineering teams. • Collect, synthesize, and prioritize field feedback into roadmap influence, bringing evidence, not anecdotes. • Provide timely, insightful input to Product Management, Marketing, and business leadership on what is winning, what is losing, and why. • Maintain deep expertise in the feature functionality and practical application of all ReversingLabs offerings. • Other duties as assigned What Success Looks Like in Year One • First 30 days: You know the products cold enough to demo unaided, you’ve met every member of the team, and you’ve been in front of customers. • First 90 days: You have a written point of view on where we lose technical cycles and why, an assessment of team capability against the coverage we need, and the first process changes in flight. • First 6 months: Evaluation and proof-of-value execution is measurably more consistent; the technical-win-to-deployment handoff is defined and working; and you’re visible in market as our Field CTO. • First 12 months : The function scales without you personally in every deal; field feedback is visibly shaping the roadmap; and technical win rate and evaluation cycle time have both moved in the right direction. What We're Looking For Here's what actually matters: Must Haves • Experience: 12+ years in technical, customer-facing roles (sales engineering, solution architecture, professional services, or technical customer success), with 5+ years leading a team. • Builder: You’ve built a technical customer-facing function from the ground up at a growth-stage company. You’ve written the playbook, not just inherited one. • Player-Coach: You’re current enough to run the hard demo yourself and disciplined enough not to do your team’s job for them. • Technical Depth and Breadth: Comfortable deep-diving into a hard problem, and skilled at getting out of a rabbit hole when the deal needs you somewhere else. • Executive Presence: You can move from a packet capture to a board-level risk conversation in the same afternoon, and be credible in both. • Security Domain Fluency: Software supply chain, malware analysis, threat intelligence, endpoint, SOC operations, OT/ICS, or an adjacent discipline. You don’t need to know our products on day one; you need the technical foundation to own them quickly. • Deployment and Adoption Reality: You’ve carried responsibility for what happens after the signature (implementation, integration, escalation), and it shapes how you sell. • Communication: Excellent written and verbal communication with both technical and non-technical stakeholders; you remove confusion, doubt, and uncertainty rather than add to it. • AI-Forward Mindset: You embrace AI and emerging technologies as part of how you work, using them to improve efficiency, solve problems, and deliver better results. You’re curious, open to new ways of working, and willing to experiment, learn, and help others adopt tools and approaches that make us more effective. Nice to Haves • Experience across both enterprise sales-led and product-led growth motions. • A public technical voice: conference speaking, published writing, press commentary, analyst relationships, or an engaged community following. • Professional services or consulting delivery background, including large-scale enterprise or federal environments. • Exposure to third-party risk, procurement, or compliance-driven buying processes. • Track record of influencing product roadmap from the field. • Comfort in a fluid, fast-paced environment and navigating matrixed organizations. • A passion for problem-solving and a roll-up-your-sleeves demeanor. About ReversingLabs ReversingLabs is the leader in software supply chain security, helping the world's most security-conscious organizations detect and respond to threats hidden inside software. Our platform is trusted by Fortune 500 companies, government agencies, and security teams globally. We're a company that takes the work seriously and takes care of the people doing it. 🌐 Careers Page · 💼 LinkedIn · 🔍 Our Technology Benefits & Financial Health We built our benefits around what actually matters to people, not just what looks good on a list. 💰 Financial Security • 401(k) with Traditional and Roth options • Flexible Spending Accounts (Health & Dependent Care) 🩺 Health & Wellbeing • ~90% employer-covered medical premiums • HRA to offset your medical deductible • 100% employer-paid dental, vision, disability & life insurance • Pet insurance + Calm app membership 🌴 Work-Life Balance • Flexible PTO • Quarterly Wellness Weekends - company-wide 3-day breaks built into the calendar • Remote work stipend for internet & cell • 8 paid volunteer hours annually 🚀 Growth & Culture • Clear paths for advancement and internal mobility • A collaborative, remote-first environment where your work has real impact Our Hiring Process We respect your time and want to be upfront about what to expect. Our process typically takes 3-5 weeks and includes: • Application Review - We review every application and aim to respond within 7 business days • Recruiter Screen - A 30-minute conversation to learn about you and share more about the role • Hiring Manager Interview - A deeper dive into your experience and how you think • Subsequent interviews with key members of leadership and the team • Final wrap up discussion with hiring manager • Offer — We move quickly once we find the right person Questions along the way? Reach out to Nicole Marquis at nicole.marquis@reversinglabs.com . What Happens Next Ready to apply? Hit the button below. If you'd like to learn more about life at ReversingLabs first, visit our careers page or connect with us on LinkedIn. We look forward to hearing from you. Why ReversingLabs • 🏆 Inc. Best Workplace 2025 • 🏆 Built In Best Place to Work 2025 & 2026 • 🏆 2026 Cybersecurity Excellence Award for Top Software Supply Chain Security Solution • 🏆 2026 Gold Globee Award for The New Standard for Software Supply Chain Security • 🏆 2026 Global InfoSec Award • 🏆 2026 Fast Company’s Best Workplaces for Innovators We believe the best teams are built from diverse perspectives, backgrounds, and experiences. ReversingLabs is an equal opportunity employer and does not discriminate based on race, color, ethnicity, national origin, religion, sex, gender identity, sexual orientation, age, disability, veteran status, or any other protected status. For U.S.-based roles, candidates must be authorized to work in the United States without current or future sponsorship. ReversingLabs does not offer visa sponsorship at this time. Applicants only. Recruiting agencies, please do not contact.

Requirements

Must-haves

Why This Role, Why Now
Is This You?
Role - Director, Global Sales Engineering & Field CTO
Team - Sales
Location - Remote, USA
Compensation - $200,000 – $210,000 base + commission + equity
Experience -12+ years in technical, customer-facing roles; 5+ years leading a team
Travel - ~30–40% (customers, field events, industry conferences)
What You’ll Own
Lead and grow the team
Lead, coach, and develop the global Sales Engineering team; own hiring, ramp, career pathing, and performance for the function.
Operate as a player-coach, personally engaged in strategic and competitive deals and demonstrating the standard rather than describing it.
Assess gaps in evolving skill and training needs, then build and run the programs that close them across sales, product, and technical depth.
Design the team’s model for scale: coverage, specialization, capacity planning, and the case for the next hires as the business grows.
Own the technical win
Improve and codify the technical layer of our sales methodology (discovery, demo, evaluation, and proof of value) so it scales with a rapidly growing sales organization.
Interpret prospective customer requirements and translate them into tailored demonstrations and solution designs across the Spectra portfolio.

Nice-to-haves

Experience across both enterprise sales-led and product-led growth motions.
A public technical voice: conference speaking, published writing, press commentary, analyst relationships, or an engaged community following.
Professional services or consulting delivery background, including large-scale enterprise or federal environments.
Exposure to third-party risk, procurement, or compliance-driven buying processes.
Track record of influencing product roadmap from the field.
Comfort in a fluid, fast-paced environment and navigating matrixed organizations.
A passion for problem-solving and a roll-up-your-sleeves demeanor.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: workable
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Wellness