Renewals & Growth Account Executive

At ReversingLabs, our software supply chain security and threat intelligence solutions have become essential to advancing Cybersecurity maturity around the globe. We're on a journey to expand adoption and accelerate growth by hiring the top talent across the security industry.

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.

As the Renewals & Growth Account Executive, you will act as trusted advisor, providing exceedingly high standards of customer service to ReversingLabs customers. You will use your extensive experience and consultative selling skills to initiate and support sales of ReversingLabs solutions within the install base. You will be responsible for identifying and managing customer stakeholders, developing and strengthening relationships, mitigating potential renewal roadblocks, and driving incremental add-on business within the ReversingLabs customer base.

What You Will Do

• Develop and maintain relationships with existing customers using a consultative sales approach with a focus on guiding customer journey to expand value, source opportunities and grow account revenue
• In collaboration with the Customer Success team, drive upsell and cross-sell opportunities based on an understanding of existing workflows, discovery of new use cases and identification of new customer initiatives
• Develop a comprehensive strategy and account plan in tandem with Customer Success Managers to maximize sales expansion in each assigned customer account
• Demonstrate a solid understanding of the information security ecosystem and be able to articulate ReversingLabs’ value to each account
• Document and forecast sales opportunities accurately in Salesforce and achieve quarterly and annual sales quotas
• Work closely with the Customer Success and Channel team to facilitate new relationships across different business units within assigned accounts

What We Are Looking For:

• 3+ years of directly related cybersecurity sales experience is highly desired
• 3+years of account management/customer success experience
• SaaS and subscription-based selling experience within the technology/security industry highly preferred
• Track record of meeting and exceed quota
• Experience with SFDC to build, track and manage sales funnel in real-time
• Familiarity with the MEDDICC or similar value-based sales qualification methodology
• High energy and drive to maintain increased level of productivity to generate results
• Proven ability to engage across corporate functions (Sales, Marketing, Support, Customer Success, Product Management, etc).
• Bachelor's degree preferred

Benefits

• 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
• 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

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, 2021 SC Media Trust Award 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.