Lead Sales Engineer

Nightfall AI; Palo Alto (CA); On-site; USD 180,000 - 230,000; Full time

Job summary

Nightfall AI in Palo Alto seeks a Lead Sales Engineer to own the technical aspects of our sales cycle for Enterprise prospects. You will consult with customers to understand objectives and technical requirements, and partner with Account Executives to demonstrate Nightfall's platform and address security needs.

You will articulate value for DLP and AI security initiatives, conduct proof-of-value assessments, present at industry events, and relay feedback to product teams.

Qualifications

• 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.

Responsibilities

• Own the technical aspects of sales meetings and pre-sales engagements with enterprise prospects.
• Communicate product features and benefits and demonstrate capabilities in live calls.
• Conduct assessments of prospects requirements and define Nightfall solutions to meet their needs.
• Demonstrate capabilities to prospective customers in live demonstrations and proof-of-value assessments.
• Provide support and product presentations at industry events and trade shows.
• Relay product feedback and feature requests to product/engineering teams.

Skills

Solutions architecture

Sales engineering

Cybersecurity

AI security

Communication

Collaboration

Sales lifecycle

Job description

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.

As a Lead Sales Engineer at Nightfall you will own the technical aspects of our sales process for Enterprise prospects. You will consult with prospects to understand their objectives and technical requirements. You will 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 assessments
• Provide 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

• 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.