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ReversingLabs · 1 day ago

Principal Lead, Solution Consultant

United States

Full-time

Remote

Lead/Staff

$191K/yr - $201K/yr

8+ years exp

ReversingLabs is a leading provider of threat intelligence solutions aimed at enhancing cybersecurity for enterprises. They are seeking a Principal Lead, Solution Consultant to serve as a technical expert across their Spectra Platform, guiding customers through pre-sales evaluations and driving successful Proof-of-Value initiatives.

AnalyticsCyber SecuritySecurity

Growth Opportunities

Responsibilities

Lead Technical Pre-Sales Across All Spectra Modules

Act as the technical owner for sales cycles, covering Spectra Detect — high-volume classification & malware detection pipelines

Spectra Intelligence — enrichment, scoring, clustering, actor/tool context

Spectra Analyze — deep static/dynamic analysis & investigation workflows

Spectra Assure — software supply chain security, SBOM validation & SSCS POVs

Deliver customized demos and workshops for SOC, DFIR, Threat Intel, AppSec, DevSecOps, and procurement teams

Own POV (Proof-of-Value) Success

Scope and run POVs end-to-end across detection, intel, deep analysis, and SSCS use cases

Develop success criteria tied to detection accuracy, intelligence coverage, build/package integrity, and operational fit

Lead weekly technical syncs and deliver executive-level POV readouts

Demonstrate Deep Security Expertise

Communicate malware behaviors, threat actor tradecraft, and analysis findings

Explain SDLC, CI/CD, SBOM, dependency risk, binary analysis, and build-system integrity

Map Spectra capabilities to frameworks such as MITRE ATT&CK, SAFE Levels, NIST 800-218 (SSDF), EO 14028, SLSA

Position Spectra competitively across detection, threat intel, SSCS, and analysis markets

Support Renewals & Product Adoption

Partner with Customer Success to ensure healthy adoption across all modules

Provide technical validation during expansions and renewal cycles

Identify opportunities for adopting new workflows (CI/CD scanning, risk scoring, enrichment pipelines, IR investigations)

Cross-Functional Collaboration

Provide product feedback and patterns to PM teams across Detect, Intelligence, Analyze, and Assure

Build demo flows, competitive content, and repeatable assets for the broader Solutions Engineering organization

Mentor junior SEs and support the onboarding of new team members

People Leadership & Team Development

This role formally manages Security Consultants, including hiring, performance management, mentorship, and professional development

Provide clear expectations, coaching, and career pathways for each team member

Support onboarding for new Security Consultants and build training programs that accelerate technical excellence

Foster a culture of collaboration, innovation, and accountable execution

Serve as a player-coach leading by example while empowering the team to own their work

Other duties as assigned

Qualification

CybersecurityThreat IntelligenceMalware AnalysisSoftware Supply Chain SecurityStatic/Dynamic AnalysisPython ScriptingTechnical LeadershipCommunicationCross-Functional CollaborationMentorship

Required

8-10+ years in cybersecurity, threat detection, threat intel, DFIR, malware analysis, DevSecOps, or pre-sales engineering

Working knowledge of malware analysis fundamentals

Working knowledge of threat intel enrichment concepts (families, clusters, actors, tooling)

Working knowledge of detection pipelines (SIEM/SOAR, EDR, mail security, IR workflows)

Working knowledge of software supply chain security (SBOM, binary analysis, CI/CD security)

Ability to learn, demonstrate, and discuss all Spectra modules

Strong communication skills with both technical and executive audience levels

Proven track record of successfully running POVs or technical evaluations

Proven experience managing and developing Security Consultant teams, including hiring, onboarding, coaching, and performance management

Demonstrated ability to lead a high-performing, distributed technical team, serving as both a player-coach and escalation point for complex POVs, demos, and customer evaluations

Strong cross-functional leadership skills, with a track record of aligning Security Consultants with Sales, Product, and Customer Success while establishing scalable processes and technical standards