Lead Sales Engineer (West)
Nightfall AI, Palo Alto, CA, United States
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, Venrock, WestBridge Capital, Pear VC, and a cadre of cybersecurity leaders such as Frederic Kerrest, Maynard Webb, Ryan Carlson, Kevin Mandia, and many others.
About the role As a
Lead Sales Engineer
at Nightfall you will own the technical aspects of our sales process for West Coast prospects. You will consult with prospects to understand their objectives and technical requirements, work alongside Account Executives through all aspects of the sales cycle to demonstrate Nightfall's platform, and enable prospects to address their pain points. You will foster ongoing relationships with prospects 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 DLP and AI security initiatives.
Responsibilities
Own the technical aspects of sales meetings
Communicate product features and benefits in pre-sales situations to potential customers
Conduct assessments of prospects requirements and define Nightfall solutions to meet their needs
Demonstrate capabilities to prospective customers in live calls
Implement proof-of-value assessmentsProvide support and product presentations at industry-specific trade shows acting as the voice of the company
Relay product feedback and feature request to product/engineering/support teams
Qualifications
BS degree in Computer Science or a technical field
7+ years of customer-facing experience as a solutions architect, sales engineer, or partner engineer in cybersecurity or equivalent
Experience in full-stack development and software architecture patterns, able to understand how a wide variety of technologies and systems interact with each other
Strong interest and/or exposure to AI and AI Security
Great communicator, comfortable explaining complex concepts to both technical and non-technical audiences
Strong collaboration, interpersonal, negotiation, prioritization skills
Experience working across the sales lifecycle and driving outcomes in a customer-facing environment
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.
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Nightfall is backed by leading VC firms including Bain Capital Ventures, Venrock, WestBridge Capital, Pear VC, and a cadre of cybersecurity leaders such as Frederic Kerrest, Maynard Webb, Ryan Carlson, Kevin Mandia, and many others.
About the role As a
Lead Sales Engineer
at Nightfall you will own the technical aspects of our sales process for West Coast prospects. You will consult with prospects to understand their objectives and technical requirements, work alongside Account Executives through all aspects of the sales cycle to demonstrate Nightfall's platform, and enable prospects to address their pain points. You will foster ongoing relationships with prospects 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 DLP and AI security initiatives.
Responsibilities
Own the technical aspects of sales meetings
Communicate product features and benefits in pre-sales situations to potential customers
Conduct assessments of prospects requirements and define Nightfall solutions to meet their needs
Demonstrate capabilities to prospective customers in live calls
Implement proof-of-value assessmentsProvide support and product presentations at industry-specific trade shows acting as the voice of the company
Relay product feedback and feature request to product/engineering/support teams
Qualifications
BS degree in Computer Science or a technical field
7+ years of customer-facing experience as a solutions architect, sales engineer, or partner engineer in cybersecurity or equivalent
Experience in full-stack development and software architecture patterns, able to understand how a wide variety of technologies and systems interact with each other
Strong interest and/or exposure to AI and AI Security
Great communicator, comfortable explaining complex concepts to both technical and non-technical audiences
Strong collaboration, interpersonal, negotiation, prioritization skills
Experience working across the sales lifecycle and driving outcomes in a customer-facing environment
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.
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