Commercial Account Executive

Nightfall; United States; Remote; USD 180,000 - 220,000; Full time

Benefits offered by this job

Competitive compensation and equity

Flexible time off

Flexible parental leave

Medical, dental, and vision coverage

Annual home office & wellness stipend

Job summary

Nightfall is seeking a Commercial Account Executive to expand our US remote commercial portfolio and exceed revenue targets. You will own the full sales cycle from prospecting to closure, build strong relationships with security leaders, and excel in a fast-paced, early-stage AI security company.

You should have 2–3+ years in commercial sales, with cybersecurity domain experience (DLP/CASB/Insider Risk). A strong network and a proven quota track record are essential; travel as needed is expected.

Qualifications

• 2–3+ years of commercial sales experience, with a track record of owning and closing net-new business.
• Cybersecurity domain experience a must, preferably in DLP, CASB, or Insider Risk Management solutions.
• Growing network with security leaders and a desire to deepen relationships in the space.
• Proven track record of meeting or exceeding sales quotas up to $900k.
• 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 AI and a desire to make a significant impact.
• Willingness and desire to travel and meet prospects in person.
• Comfortable operating in a fast-paced, early-stage environment where you build as you go.

Responsibilities

• Build and execute a territory plan to identify, qualify, and close net-new commercial customers across targeted industries
• Work with business and technical stakeholders to understand customer needs, qualify opportunities, and articulate the value of the Nightfall platform
• Build trusted relationships with security leaders, IT decision makers, and insider risk practitioners within your commercial accounts
• Own the full sales cycle, from prospecting and discovery through value articulation, negotiation, and closure
• Deliver tailored business value presentations and demos that align with customer priorities such as operational efficiency and 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, the competitive landscape, and customer requirements to effectively position Nightfall's platform

Skills

Commercial sales

Cybersecurity domain

Sales cycle expertise

Prospecting & closing

Job description

We’re building the data security layer for the AI era. Come build it with us.

Securing data for the world’s most innovative organizations

Build technology that matters. Help shape what comes next.

We’re building AI-native data security technology to solve some of today’s most complex security challenges. Whether you’re developing our AI classification technology, bringing our solutions to market, or helping customers succeed, your work contributes directly to what we’re building.

Who

ML engineers. Security experts. Product builders. GTM innovators.

Our team brings together people with experience developing AI technology, solving complex security challenges, and scaling high-growth companies. Founded by an early Uber Eats engineer and backed by Venrock and Bain Capital Ventures.

Built by Nightfallers from:

• Microsoft
• Uber
• Rubrik
• Cyberhaven
• Symantec
• Code42
• Skyhigh Security

Life at Nightfall

Compensation & Growth

• Competitive compensation and equity

Flexibility

• Flexible time off
• Flexible parental leave
• Medical, dental, and vision coverage
• Annual home office & wellness stipend

Open positions

Commercial Account Executive

Location

Remote (US)

Employment Type

Full time

Location Type

Remote

Department

GTM

Compensation

• OTE (Base + Commission) $180K – $220K

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.

Employees hired in the U.S. can expect the below information to reflect a reasonable estimate of the salary offered for this role. Salary ranges are updated regularly using premium market data. It is unusual for new hires to receive a starting base salary at the top of the range. The value of Nightfall's stock options is not included in the salary bands and may represent a significant portion of your compensation.

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 commercial customer portfolio, building strong prospect relationships, and exceeding annual revenue goals. This is a role for someone who moves fast, loves the hunt, and is ready to make an immediate impact at an early-stage AI security company. Your contributions will directly shape our revenue growth and market presence.

What You'll Do

Build and execute a territory plan to identify, qualify, and close net-new commercial customers across targeted industries

Work with business and technical stakeholders to understand customer needs, qualify opportunities, and articulate the value of the Nightfall platform

Build trusted relationships with security leaders, IT decision makers, and insider risk practitioners within your commercial accounts

Own the full sales cycle, from prospecting and discovery through value articulation, negotiation, and closure

Deliver tailored business value presentations and demos that align with customer priorities such as operational efficiency and 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, the competitive landscape, and customer requirements to effectively position Nightfall's platform

Qualifications

2–3+ years of commercial sales experience, with a track record of owning and closing net-new business

Cybersecurity domain experience a must, preferably in DLP, CASB, or Insider Risk Management solutions

Growing network with security leaders and a desire to deepen relationships in the space

Proven track record of meeting or exceeding sales quotas up to $900k

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 AI and a desire to make a significant impact

Willingness and desire to travel and meet prospects in person

Comfortable operating in a fast-paced, early-stage environment where you build as you go

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

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.