OPSWAT

Role Description At OPSWAT, we’re on a mission to protect the world’s most critical infrastructure—from nuclear facilities and global banks to the largest manufacturers and government networks. We're growing fast—double digits year after year—with a global go-to-market team across more than 20 countries. As we scale, we need legal leadership that can move with the business while protecting what matters most: our customers, our reputation, and our mission. We’re looking for a Senior Counsel who can step into a strategic role and help us build for the future. You’ll report to our General Counsel and work closely with our product, IT, security, and sales teams. This role isn’t just about privacy or AI - it’s about earning trust with some of the most security-conscious organizations in the world and helping us scale responsibly. The role will be In-person in either San Francisco or Tampa, or 100% remote within the United States. Responsibilities - Own and manage the company’s global privacy and compliance framework, including policies, templates, processes, and ongoing updates. - Work closely with our product, engineering, and security teams to provide guidance on issues related to privacy and AI throughout the entire product development lifecycle process. - Draft and maintain user-facing legal documents, including Privacy Policies, DPAs, etc. - Lead the legal response to security incidents, vulnerabilities, and customer-impacting product issues. - Draft and negotiate agreements affecting the company’s products. - Aid in our global compliance program and monitor emerging AI/privacy legislation (e.g., GDPR, CPRA, EU AI Act). - Develop internal playbooks and training to raise awareness of privacy and AI considerations. - Provide practical guidance to both product and corporate executive teams with respect to evolving AI, security, privacy, and other data laws. Qualifications - 10+ years of experience (law firm and/or in-house), within a global, high-growth enterprise, ideally in B2B SaaS or cybersecurity. - Familiarity with legal and regulatory frameworks relevant to AI and product development as well as applicable privacy regulations (e.g., GDPR, CPRA, EU AI Act, etc.). - Experience in reviewing and implementing global privacy compliance programs. - CIPP/CIPM certifications are an advantage. - JD and active membership in at least one state bar. - Strong communication skills, business acumen, and a pragmatic mindset. - Ability to work under pressure and manage workloads to meet deadlines in a challenging and fast-paced environment. - Professional presence and the ability to engage with senior stakeholders, both internally and externally. - Interest in growing into a broader leadership role within a scaling legal function. Benefits - Market-based pay structure that varies by location. - Base pay is dependent on location, knowledge, skills, and experience of the candidate. - Eligible for bonuses and equity. Company Description OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

• Work with AEs and partners to grow OPSWAT business • Manage customer requirements, expectations, and solution buy-in • Maintain and frequently deliver high-impact demos • Manage, deliver, and present detailed responses to RFPs • Nurture partner relationships and their technical understanding of OPSWAT • Speak at conferences and seminars • Conduct workshops, proof of value, and post-sale transitions

• Build and Scale Supply Chain Capability • Architect and implement scalable supply chain processes, systems, and vendor networks to support OPSWAT's hardware growth trajectory across APAC and globally. • Define the operating model — from sourcing through delivery — and build the infrastructure to sustain it. • Hands-On QA/QC Leadership • Lead quality assurance and control across hardware assembly, imaging, testing, and packaging. • Ensure every unit shipped meets OPSWAT's functional, security, and branding standards — no exceptions. • Warehouse Execution and Fulfillment • Oversee daily warehouse operations: inventory control, ERP data accuracy, and end-to-end fulfillment workflows. • Drive operational discipline in a fast-paced, high-volume environment. • Cross-Functional Collaboration • Partner with Product Management to align supply chain execution with product specifications and launch timelines. • Work alongside Creative and GTM teams to ensure packaging and branding deliver a premium customer experience. • Vendor and Logistics Management • Build and manage strategic relationships with suppliers, carriers, and logistics partners across APAC and internationally. • Ensure full compliance with APAC and international export regulations and hardware-specific controls • Shipping and Customs Management • Manage end-to-end shipping operations — domestic and cross-border — ensuring on-time delivery at optimal cost. • Navigate customs processes, import/export documentation, and trade compliance requirements across multiple jurisdictions. • Partner with freight forwarders and customs brokers to resolve issues proactively and keep shipments moving. • Operational Metrics and Continuous Improvement • Define and track KPIs across procurement, fulfillment, and QA/QC. • Launch continuous improvement initiatives that raise quality standards and operational efficiency. • Team Leadership • Hire, mentor, and lead a high-performing team of supply chain and warehouse professionals based in Singapore. • Build a team culture rooted in ownership, precision, and pride in work.

• Own and drive the full new-business sales cycle: prospecting, discovery, solution positioning, negotiation, and close. • Target, engage, and convert Commercial accounts (<$1.5B in revenue) across: Finance (banking, fintech, insurance), Technology, Manufacturing. • Build and maintain a healthy pipeline through high-activity outbound prospecting, partner collaboration, events, and networking. • Deliver compelling presentations and demos that articulate OPSWAT’s value, how protecting files and devices reduces risk, increases operational resilience, and improves compliance. • Develop territory strategies to penetrate new organizations, expand engagement, and accelerate revenue. • Develop account strategies to grow business in existing accounts by building consensus up the ladder and across business units. • Collaborate with Marketing on vertical campaigns, demand generation, and targeted industry events. • Partner with Sales Engineering, Product, and Customer Success to position the right solutions, ensure smooth post-sales handoff, and maximize long-term customer value. • Maintain accurate forecasting and pipeline management in CRM. • Represent OPSWAT at industry events, conferences, and regional forums. • Stay ahead of cybersecurity trends, competitor offerings, and regulatory changes impacting target industries.

• Own the Marketing Engine — and Make It Smarter • Serve as the primary HubSpot admin, owning architecture, workflows, lifecycle stages, integrations, scoring models, nurture programs, and reporting • Manage and optimize integrations across the full stack: HubSpot, SalesLoft, 6sense, ZoomInfo, Sequel.io (webinar platform), and SugarCRM • Keep the operational rhythm running lead routing, scoring, lifecycle nurtures, and campaign execution ensuring the right data reaches the right people at the right time, every time • Own martech budget, vendor relationships, and renewals • Monitor platform health across the stack, establish alerting frameworks and proactively resolve system issues before they impact pipeline or campaigns • Own platform documentation, enablement, change management processes, and release management cadences across all administered systems • Ensure all inbound and outbound demand is accurately captured, qualified, and routed with clear SLA accountability and zero tolerance for leads falling through the cracks

• Own and drive a Federal sales territory with a strong focus on building, enabling, and growing strategic relationships with Federal System Integrators • Execute both sell-to and sell-through strategies with FSIs, aligning OPSWAT solutions to their programs, pursuits, and contract vehicles • Meet or exceed annual sales quota by developing new business and expanding existing accounts • Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close • Partner with FSIs and channel partners to shape opportunities, gain contract access, and drive joint wins into Federal agencies • Collaborate with capture managers and proposal teams to align sales strategy with capture efforts and FSI-led pursuits • Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners • Provide accurate pipeline forecasts and contribute to Federal growth strategy

• Lead the front-end development efforts for the NDR product, designing and building intuitive UIs for network detection and response capabilities. • Discuss use cases and needs and decide between React, Angular, Vue, or other modern frameworks to create a dynamic and responsive front-end architecture that delivers a seamless user experience. • Collaborate closely with UX designers, product managers, and backend engineers to translate product requirements into well-designed user interfaces. • Develop and enforce best practices for front-end development, ensuring code quality, maintainability, and performance. • Implement data visualization techniques to present complex network analysis data in clear, actionable formats for users. • Mentor and guide junior front-end engineers, fostering a collaborative, innovative, and high-performance development culture. • Stay up-to-date with emerging trends and technologies in front-end development, continuously improving the NDR platform’s UI/UX.

• Own the post-sales technical relationship for a portfolio of strategic accounts; from onboarding through renewal and expansion. • Drive deployment, integration, and optimization of OPSWAT products (MetaDefender Core, MetaDefender Kiosk, MetaAccess, OT Security, Sandbox) across hybrid IT/OT environments. • Conduct Quarterly Business Reviews (QBRs), service health checks, and telemetry-driven insights to align product usage with customer security objectives. • Troubleshoot complex, multi-component issues; log analysis, root cause investigation, API integrations, performance tuning and coordinate with Support and Engineering for resolution. • Advise customers on architecture: secure file transfer, cross-domain solutions, OT/ICS network segmentation, supply chain security, and threat intelligence integration. • Act as the customer's voice internally; escalate, advocate, and influence Product and Engineering roadmaps based on real-world deployment feedback. • Partner with Sales and Customer Success to identify expansion opportunities and mitigate churn risk through proactive engagement.

• Own and drive a Federal sales territory focused on the Army. • Meet or exceed annual sales quota by developing new business and expanding existing accounts. • Lead the complete sales cycle—from opportunity identification and qualification through negotiation and close. • Partner with Channel and Federal System Integrator partners to maximize contract vehicle access and joint wins. • Collaborate with capture managers and proposal teams to align sales strategy with capture efforts. • Leverage OPSWAT’s Critical Infrastructure Lab in Arlington, VA to host demonstrations, workshops, and executive briefings for customers and partners. • Provide accurate pipeline forecasts and contribute to Federal growth strategy.

• Lead field marketing efforts and drive business growth in Central Europe • Collaborate closely with Sales for EMEA and regional sales teams • Plan and manage tradeshow and conferences across Central Europe • Submit event and field marketing content for social media • Manage local marketing spend and processes adherence • Assist OPSWAT sales teams with region-focused marketing activities such as webinars and marketing material creation • Manage lead flow and follow-up reporting outcomes for all activities • Plan and manage regular partner webinars and assist with planning/leading partner summits • Provide planning and program management support for joint marketing investments and programs • Review and provide feedback on marketing plans and assist partners in executing plans