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:
Nightfall AI is at the stage where the right GTM infrastructure is a competitive advantage. We have a strong product, a growing sales team, and a CRO and CEO who understand the value of clean data, smart systems, and fast execution. What we need now is the person who builds the engine that makes all of it run.
This is not a maintenance role. You will design Nightfall's revenue operations and GTM engineering function from scratch -- the CRM architecture, the forecasting models, the automation workflows, the data infrastructure. You will use AI tools to move faster than a traditional RevOps team and vibe code solutions that would take other companies months to ship. If you have a consulting or banking brain and a builder's hands, this role was written for you.
What You'll Do
Revenue Operations — Own pipeline management, forecasting, quota setting, territory design, and reporting. Partner with the CRO/CEO on GTM planning and headcount modeling.
GTM Engineering & Systems — Architect the GTM tech stack (CRM, marketing automation, enrichment, routing, attribution) and ship automations with AI tools instead of waiting on engineering.
Data & Analytics — Own GTM data quality and reporting: win/loss, conversion, ramp, cohort, and pipeline coverage. Turn data into strategy recommendations.
Process & Enablement — Design scalable GTM processes (routing, handoffs, renewals, expansion triggers) and document them so the revenue team can run without you.
Cross-Functional Partnership — Align Sales, Marketing, CS, and Finance on systems and data definitions.
What We're Looking For
6+ years across revenue operations, GTM strategy, management consulting, investment banking, or private equity
Hands-on technical builder — Salesforce, SQL, APIs, and AI/LLM tools used to independently ship GTM automations (not just "comfortable with AI" — you've actually built with it)
Experience at a high-growth B2B SaaS startup in a RevOps, Sales Ops, or GTM role
Strong analytical foundation — bottoms-up revenue models, quota frameworks, pipeline forecasting
Fast learner who moves between strategic framing and tactical execution easily
Bachelor's degree required
Self-directed, startup-pace operator with strong communication across the CEO-to-seller spectrum
Bonus Points
Prior experience in management consulting or investment banking / private equity before moving into GTM or operations
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.
Skills Required
- 6+ years of experience across revenue operations, GTM strategy, management consulting, investment banking, or private equity
- Hands-on experience with Salesforce, SQL, APIs, and AI or LLM tools
- Ability to independently build and ship GTM automations
- Experience at a high-growth B2B SaaS startup in RevOps, Sales Operations, or a GTM role
- Strong analytical foundation, including bottoms-up revenue models, quota frameworks, and pipeline forecasting
- Fast learner able to move between strategic framing and tactical execution
- Bachelor’s degree
- Self-directed, startup-pace operating style and strong communication across executive and sales teams
- Prior management consulting, investment banking, or private equity experience before transitioning into GTM or operations
What We Do
Nightfall is a cybersecurity startup dedicated to helping organizations secure and manage their sensitive data. As a leading enterprise technology company, our product affects the personal data that people entrust businesses to store & process with care every day. Critical data in modern organizations is often sprayed across a broad set of cloud data silos, and it’s a herculean task for security & compliance teams to monitor, manage, and protect this highly sensitive data. Via machine learning, our product makes it easy for organizations to discover, classify, and protect this sensitive data across their cloud footprint - such as their corporate SaaS, data infrastructure, and even their own apps. In doing so, we prevent data leakage, provide unprecedented data visibility & protection across the cloud, and enable compliance. We're a technology startup founded in San Francisco, well-funded by leading institutional investors like Bain and Venrock, and a cadre of security & IT leaders from Okta, Salesforce, Atlassian, Splunk, FireEye, and more. Learn more on our website www.nightfall.ai or by reaching out via email at [email protected].
Why Work With Us
Our team operates with flexibility, inclusivity, and empathy. We work together from across multiple time zones and regions. We value and encourage diversity and unique perspectives. We care and support each other as we work together towards our shared vision.
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