Commercial Account Executive @ Nightfall

Nightfall AI (www.nightfall.ai) is the unified platform that prevents data leaks and enables secure collaboration by protecting sensitive data and controlling how it’s shared. For decades, legacy data leak prevention (DLP) solutions have failed to adequately protect sensitive information. Traditional DLP is outdated, intrusive, and complex - it wasn’t designed for today’s modern enterprise where users continuously share data across interconnected SaaS applications, endpoints, and now generative AI. Nightfall AI is the first AI-native DLP solution. We leverage AI to achieve twice the accuracy with a fraction of the false positives that overwhelm security teams. Nightfall does this without disrupting modern work patterns. Our AI-native platform spans sensitive data protection across SaaS, email, data exfiltration prevention on SaaS, endpoints, and data encryption. Nightfall’s Developer Platform provides an open, flexible environment for developers to integrate our data classification and protection capabilities anywhere, including establishing trust boundaries for AI model building and consumption.

As a Commercial Account Executive at Nightfall, you will own the sales process for our commercial segment. You will foster ongoing relationships with customers and partners to ensure long-term growth while maintaining a deep understanding of Nightfall’s evolving platform. You’ll identify and articulate how Nightfall can unlock significant value for our customers and transform the technology that powers their data security & compliance initiatives.

Responsibilities

Execute all aspects of the sales cycle while building and managing relationships with key decision-makers
Manage complex sales deals and guide customers through every aspect of the procurement process from initial contact to close
Prospect for new clients and build out a territory plan in partnership with marketing and demand generation teams
Build and deliver product presentations, develop sales presentations, proposals, and key collateral
Develop a deep understanding of the Nightfall product, the cybersecurity market, and our customers’ needs
Partner closely with teams such as Marketing, Customer Success, Product, and Engineering to deliver a world-class customer experience, maximize revenue, and advocate for the needs of commercial prospects
Iterate closely with Executive Leadership team on territory plan, sales forecast and target setting, go-to-market strategy, and product marketing based on feedback in the field

Qualifications

Has 6-8 years of full cycle sales experience, prospect to close, and has had success selling cybersecurity SaaS
You are a strong outbound prospector and have had success at closing net new business deals
A proven track record of success and over-achievement of quotas
Willing to travel and eager to meet clients in person
You have been and strive to be a top performer
Is a phenomenal communicator and is a standout colleague, with strong listening skills
The ability to adapt quickly, understand change is constant, and embrace it
Thrives in a collaborative environment
Agility and resilience – you move quickly and encourage continued improvement
Strong work ethic, desire to learn, and a drive to excel
Data-driven mentality and rigorous approach to structured deal management, discovery, qualification, and forecasting
Curiosity about data security & artificial intelligence

About Nightfall:

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].

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