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:
As the VP of Sales at Nightfall AI, you will lead our sales organization, driving growth across enterprise and mid-market segments. You’ll develop and execute sales strategies, build and empower a high-performing team, and work closely with leadership to expand Nightfall's presence in cybersecurity and DLP. This role requires an operator with a proven record of scaling ARR, successfully navigating high-growth environments, and collaborating cross-functionally to achieve ambitious revenue goals.
ResponsibilitiesOwn the end-to-end sales function, including strategy, execution, and team management
Develop and implement plans for new market entry, strategic customer acquisition, and expansion of current accounts
Scale, mentor, and lead a high-performing sales team to meet and exceed targets
Foster cross-functional collaboration with Product, Solutions Engineering, and Customer Success to drive adoption and customer satisfaction
Analyze market trends, customer data, and pipeline metrics to inform go-to-market strategies
Build strong, trust-based relationships with key enterprise customers and partners
Drive operational excellence, ensuring forecast accuracy and sales process optimization
Champion Nightfall’s products and vision with prospects, partners, and internal stakeholders
7+ years of sales leadership experience within B2B cybersecurity SaaS or security/data platform companies
Willingness to build an AI Native go-to-market organization leveraging the latest tooling
Demonstrated success building and scaling teams in high-growth, startup environments
Track record of delivering strong ARR growth and expanding into new markets
Strong analytical skills with experience using sales and revenue data to drive decisions
Excellent communication and collaboration skills, including working closely with product and technical teams
Ability to operate autonomously, move quickly, and deliver results on tight timelines
Proven ability to build relationships with enterprise customers and C-level executives
Experience selling Data Loss Prevention, Cloud Access Security Broker, or Insider Risk Management solutions
Familiarity with solution and consultative selling in technical environments
Experience in go-to-market strategy development for new product lines
Early-stage startup or scale-up experience
Significant leadership impact on company direction and success
High degree of ownership and autonomy
Competitive compensation and equity package
Health, dental, and vision insurance
Opportunity to work with a world-class, mission-driven team
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.
Top Skills
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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