: Sales Operations and Salesforce Administration Manager
222 3rd St,
Cambridge, MA 02142


ReversingLabs has a bold security vision for every global organization. Complete visibility and insight into every destructive object. Every file. Every location. Every threat. Demanding aspirations require amazing talent with the most agile and innovative minds working at ReversingLabs.

As a Sales Operations and Salesforce Administration Manager, you will be responsible for helping the team scale while meeting our productivity and efficiency goals. The scope includes, but not limited to, reporting, analytics, sales process and tools improvements, plus cross-functional initiative support. Additionally maintaining the data integrity and being responsible for the day to day support and maintenance of SFDC.

Given the strategic and cross-functional nature of this role, the ideal candidate will have strong quantitative and analytical skills, excellent communication skills and collaborative mindset.

Key responsibilities:

Sales Operations

  • Sales Analysis
    • Develop standard reports and dashboards for sales activities, pipeline, bookings, commissions, and forecasting
    • Maintain KPIs around sales productivity and quota attainment
    • Provide support for annual revenue and territory planning
    • Market analysis, competitive analysis etc.
    • Support quarterly business review (QBR) process with analytics, logistics, and presentations
  • Sales Systems & CRM Support
    • Create and maintain communication platforms for the sales organization with relevant updates and announcements
    • Coordinate vendor agreements, contracts, licenses, and renewals for all sales systems and tools
    • Centralized help-desk providing support for sales systems including Salesforce, Chatter, etc. for the sales organization, including troubleshooting, gathering feedback and documenting processes
  • Deal Desk Support
    • Primary liaison / conduit for the sales team and sales contracts attorney
    • Primary responsibility for creating sales quotes, managing discounting process within guidelines for both end users and resellers
    • Support and responsibility for RFP responses
    • Support customer contracting process including contract reviews, working with outside counsel, managing redline cycles, and obtaining signaturesPrimary responsibility to close/won and close/lost sales opportunities
    • Responsibility for recording orders and bookings in CRM system based upon securing ALL necessary elements (executed agreements / quotes and purchase orders) from customers
    • Maintain sales operations file repository / folders with appropriate role based access cross-functionally
    • Maintain most up to date Company approved document templates to aid accurate sales motion (NDA, MSA, quotes, SLA, SOW, RFP responses, etc.)
  • Salesforce.com Administrator
    • Maintain Salesforce.com including support of daily operations, configuration changes, data hygiene and integrity, reporting, training, and troubleshooting
    • Ensure all CRM processes enables us to consistently gather high-quality data and provide clear visibility into the sales pipeline at all stages
    • Create and maintain documentation on processes, policies, application configuration, business rules and help related materials for users
    • Keep up-to-date on new Salesforce.com features and functionality and provide recommendations for process improvements
    • Manage the relationship with, and project manage the work of, external Salesforce development resource
  • Other
    • Assist with developing and administering sales incentive compensation plans
    • Seek to identify operational challenges and improve sales processes across Enterprise, Government and Business Development segments of the business
    • Assist with all budgeting planning and activities for RL Sales
    • Develop, maintain and improve standard operating procedure manual for all sales processes
    • Develop and share information on successful sales campaigns and approaches among sales team
    • Identify, design, and implement sales process improvements; maintenance of sales policies, business rules, guidelines, and training materials
    • Work with the sales team to vet, onboard, train and ready them to be effective members of the sales organization
    • Serve as primary liaison between Sales, Marketing and Finance


  • 5-7 years experience enhancing sales processes, sales tools, reporting, metrics, and policies
  • Solid working knowledge of deal desk operations including contract review, quoting, proposal generation and sales order processing
  • Deep technical understanding of the Salesforce platform and its capabilities
  • 3+ years of Salesforce experience configuring, implementing, and administering Salesforce
  • Outstanding performance in a sales operations role is a must
  • Comfort with large data sets; high proficiency with Excel
  • Ability to correlate results from data analysis to sales processes and drive continuous improvement in sales productivity
  • Solid written and verbal communication, interpersonal, and presentation skills
  • Possess good analytical, problem-solving and decision-making skills
  • Ability to build relationships and buy-in to drive change effectively in a positive manner
  • Hands-on experience in a high growth software start-up environment
  • BA/BS required


  • Competitive salary (base & bonus)
  • Commuter reimbursement
  • Health, vision, dental, disability, life insurance, 401k