Job description

About Nightfall: Nightfall is the AI-native, unified data loss prevention and insider risk management platform that protects sensitive data across SaaS apps, GenAI tools, email, endpoint devices, and more. Hundreds of customers, spanning AI innovators to top 10 banks, trust Nightfall to detect and stop data exfiltration at scale. Nightfall enables organizations to innovate freely without the risks of losing intellectual property or exposing customer data. Our agentic platform helps security teams regain their time by putting data loss prevention on autopilot. With automatic remediation, security violations can be resolved automatically before they become incidents, and end-users can be automatically trained and coached in the moment to self-heal violations that they introduce. Nightfall is backed by leading VC firms including Bain Capital Ventures (Enrique Salem - former CEO of Symantec), Venrock (early investors in Cloudflare), WestBridge Capital, Pear VC (early investors in Dropbox and Doordash), and a cadre of cybersecurity leaders including Frederic Kerrest (founder of Okta), Maynard Webb (former COO of eBay), Ryan Carlson (President of Chainguard), Kevin Mandia (founder of Mandiant), and many others. About the role: You’ll be a core member of our sales team, responsible for expanding our customer portfolio, developing strategic partnerships, and exceeding annual revenue goals. Your contributions will significantly shape our revenue growth and market presence. What You’ll do - Build and execute a comprehensive territory plan to identify, qualify and close net-new enterprise customers. - Work with business and technical stakeholders to understand customer needs, qualify, and articulate the value of the Nightfall platform. - Build trusted relationships with C-level, senior decision makers, enterprise security and insider risk analysts across targeted industries. - Own the full sales cycle, from prospecting and discovery through value articulation, POV execution, negotiation, and closure. - Deliver tailored business value presentations and demos that align with customer priorities (e.g. operational efficiency, risk reduction). - Partner cross-functionally with marketing, sales engineering, and customer success to optimize pipeline generation, accelerate revenue growth and deliver high-impact outcomes. - Maintain accurate pipeline forecasting and account activity tracking in CRM. - Achieve and exceed quarterly and annual new-business revenue targets. - Stay informed about industry trends, competitive landscape, and customer requirements to effectively position Nightfall's platform. Qualifications - 7+ years of enterprise sales experience, with 3+ years in enterprise new-logo acquisition - Cybersecurity domain experience, preferably in DLP, CASB or Insider Risk Management solutions. - Established network with security leaders and channel partners - Proven track record of exceeding sales quotas - Strong understanding of the full sales cycle, including prospecting, qualification, value articulation, negotiation, and closure. - Ability to work effectively with both business and technical stakeholders. - Excellent communication, presentation, and interpersonal skills. - Passion for cybersecurity and a desire to make a significant impact. - Willingness and desire to travel and meet prospects in person. Our Culture Our employees are recognized as our top asset and we provide great benefits, meaningful equity participation, as well as a fun and inspiring environment to create and collaborate. - Customer Centricity: Focus on exceeding customer expectations and placing them at the core of decisions - Practicality over Perfection: Emphasis on efficient solutions and agile decision-making - Strive for Excellence: Commitment to high standards and continuous improvement - Transparent Communication: Encouragement of open, honest dialogue and collaborative trust - Unwavering Resilience: Determination to overcome challenges and persist in achieving goals - Have Fun: Foster a positive work environment that balances hard work with enjoyment and creativity Environment Nightfall AI takes pride in being an equal-opportunity employer. We value a diverse and global talent pool and the collaboration that results from having a diverse and inclusive team. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Our hiring decisions are based exclusively on merit, qualifications, and business needs. Compensation Employee compensation will be determined based on interview performance, level of experience, specialization of skills, and market rate. During the offer discussion, your recruiter will review the finalized base salary, bonus (for applicable roles), benefits & perks, and stock options as they’ll be reflected in the offer letter.

Requirements

Must-haves

What You’ll do
Build and execute a comprehensive territory plan to identify, qualify and close net-new enterprise customers.
Work with business and technical stakeholders to understand customer needs, qualify, and articulate the value of the Nightfall platform.
Build trusted relationships with C-level, senior decision makers, enterprise security and insider risk analysts across targeted industries.
Own the full sales cycle, from prospecting and discovery through value articulation, POV execution, negotiation, and closure.
Deliver tailored business value presentations and demos that align with customer priorities (e.g. operational efficiency, risk reduction).
Partner cross-functionally with marketing, sales engineering, and customer success to optimize pipeline generation, accelerate revenue growth and deliver high-impact outcomes.
Maintain accurate pipeline forecasting and account activity tracking in CRM.
Achieve and exceed quarterly and annual new-business revenue targets.
Stay informed about industry trends, competitive landscape, and customer requirements to effectively position Nightfall's platform.
7+ years of enterprise sales experience, with 3+ years in enterprise new-logo acquisition
Cybersecurity domain experience, preferably in DLP, CASB or Insider Risk Management solutions.
Established network with security leaders and channel partners
Proven track record of exceeding sales quotas
Strong understanding of the full sales cycle, including prospecting, qualification, value articulation, negotiation, and closure.
Ability to work effectively with both business and technical stakeholders.
Excellent communication, presentation, and interpersonal skills.
Passion for cybersecurity and a desire to make a significant impact.
Willingness and desire to travel and meet prospects in person.

Nice-to-haves

None flagged.

Application prep

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

Keywords to mirror

aiagile

Platform: ashby
Effort: quick