Lead Sales Engineer

Nightfall; Palo Alto (CA); On-site; USD 160,000 - 210,000; Full time

Job summary

Nightfall is the AI-native, unified data loss prevention and insider risk management platform that protects sensitive data across SaaS apps, GenAI tools, email, and endpoints. As Lead Sales Engineer you will own the technical aspects of the Enterprise sales process, consult with prospects to understand objectives, and partner with Account Executives to demonstrate Nightfall and address pain points.

You will build ongoing relationships with customers and partners, articulate value, and help drive

Qualifications

• 7+ years in customer-facing roles as solutions architect, sales engineer, or partner engineer in cybersecurity.
• Experience in full-stack development and software architecture patterns.
• Strong interest or exposure to AI and AI security.
• Excellent communication, capable of explaining complex concepts to technical and non-technical audiences.
• Proven collaboration, interpersonal, negotiation, and prioritization skills.
• Experience working across the sales lifecycle in a customer-facing environment.

Responsibilities

• Own the technical aspects of sales meetings.
• Communicate product features and benefits in pre-sales scenarios.
• Assess prospects' requirements and define Nightfall solutions.
• Demonstrate capabilities in live prospect calls.
• Implement proof-of-value assessments.
• Provide support and product presentations at industry trade shows.
• Relay product feedback to product/engineering/support teams.

Skills

Customer-facing experience

Full-stack development

AI security interest

Clear communication

Collaboration & negotiation

Sales lifecycle experience

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.