Sales Development Representative

Nightfall; Northern (KY); Hybrid; USD 45,000 - 70,000; Full time

Job summary

Nightfall is seeking an SDR to ignite our go-to-market efforts and build a robust pipeline. You’ll be the first contact for prospective customers, conveying Nightfall's AI-native data protection value to security, compliance, and engineering teams.

You’ll generate pipeline through targeted outbound and inbound qualification, collaborating with Account Executives on scheduling and lead handoffs, while maintaining a clean CRM and refining outreach using performance data.

Qualifications

• 1+ years of SDR experience building pipeline.
• Experience at a SaaS or high-growth startup.
• Background in cybersecurity, data security, or DLP is preferred.
• Bachelor's degree or equivalent experience.
• Strong written and verbal communication for technical and non-technical audiences.
• Organized, detail-oriented, and able to manage multiple workstreams.
• Resilient, driven, and comfortable with ambiguity in a fast-paced environment.
• Familiarity with AI tools and quick to learn technical products.
• Familiarity with Salesforce, LinkedIn Sales Navigator, HubSpot, Apollo, or similar tools.

Responsibilities

• Generate pipeline through outbound prospecting and inbound qualification.
• Communicate Nightfall's value to security, compliance, and engineering stakeholders.
• Partner with Account Executives on meeting scheduling and clean lead handoffs.
• Keep CRM activity accurate and up to date.
• Refine outreach based on performance data and feedback.

Skills

SDR experience

Outbound prospecting

Technical storytelling

Communication

AI tools fluency

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

LinkedIn Sales Navigator

HubSpot

Apollo

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.

About the role:

As a Sales Development Representative (SDR) at Nightfall AI, you'll be on the front lines of our go-to-market efforts — identifying and qualifying new business opportunities and driving pipeline growth. You'll be the first point of contact for many prospective customers, communicating Nightfall's value as AI-native data loss prevention for the modern enterprise.

Responsibilities

• Generate pipeline through a 70/30 mix of outbound prospecting (email, calls, social) and inbound lead qualification
• Communicate Nightfall's value and use cases to security, compliance, and engineering stakeholders
• Partner with Account Executives on meeting scheduling and clean lead handoffs
• Keep CRM activity accurate and up to date
• Refine outreach based on performance data and feedback

Qualifications

• 1+ years of SDR experience — looking to build a career here, not a short-term stop
• Previous SDR experience at a SaaS or high-growth startup
• Background in cybersecurity, data security, or DLP
• Bachelor's degree or equivalent experience
• Strong written and verbal communication with both technical and non-technical audiences
• Organized, detail-oriented, and comfortable managing multiple workstreams
• Resilient, driven, and comfortable with ambiguity in a fast-paced environment
• Fluent with AI tools and quick to learn technical products
• Familiarity with Salesforce, LinkedIn Sales Navigator, HubSpot, Apollo, or similar tools

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.