Nightfall AI

• 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

• Own net-new qualified meetings and pipeline generation as your core metric • Be directly accountable for marketing-sourced and influenced revenue • Stand up and scale core growth channels: paid, SEO, lifecycle, and conversion systems • Define how Nightfall captures, nurtures, and converts demand end-to-end • Create the foundation for a repeatable, scalable demand generation engine • Translate technical shifts (AI agents, MCP, SaaS sprawl, data movement) into compelling demand hooks • Build campaigns that resonate with CISOs, security, and risk leaders • Own and scale paid acquisition (LinkedIn, Google, Reddit, emerging channels) • Design and execute ABM programs for high-value enterprise accounts • Partner with outbound to create coordinated, full-funnel plays • Use AI tools to accelerate campaign creation, personalization, testing, and optimization • Identify and partner with security influencers, practitioners, and niche creators • Build repeatable influencer programs (LinkedIn, newsletters, podcasts, communities) • Turn subject matter experts (internal + external) into scalable demand channels • Experiment aggressively with modern distribution (micro-influencers, founder-led content, dark social) • Continuously test messaging, channels, audiences, and creative • Operate with speed and rigor - clear hypotheses, fast iteration, decisive scaling • Build and maintain clear attribution from campaign → meeting → pipeline → revenue • Make budget and strategy decisions based on real performance data • Continuously improve cost per meeting and pipeline efficiency • Work tightly with sales, SDRs, product marketing, and content • Ensure messaging, targeting, and pipeline goals are fully aligned • Feed market insights back into positioning and GTM strategy

• 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

• 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

• Monitor and analyze DLP alerts across endpoint, browsers, SaaS, and AI applications to identify potential data exfiltration events, policy violations, and insider threats • Conduct real-time triage of security alerts, distinguishing between true positives and false positives using behavioral context, data lineage analysis and sensitive findings • Perform detailed forensic investigations into data loss incidents, analyzing user activity, data movement patterns, and exfiltration vectors (email, web uploads, removable storage, print, source code exfiltration, desktop apps, GenAI apps etc.) • Understand and follow incident response processes and escalation procedures, coordinating with customer incident response teams on high-severity cases • Document investigation findings, evidence trails, and remediation recommendations with clear, actionable reports • Configure and maintain DLP policies based on customer data classification schemes, compliance requirements (GDPR, HIPAA, PCI-DSS, SOX), and business objectives • Continuously tune detection rules and sensitivity thresholds to reduce false positives while maintaining high detection accuracy • Identify patterns in alert data to recommend new use cases, detection methods, and policy improvements • Serve as a trusted technical advisor and subject matter expert on data protection, DLP best practices, and insider threat management • Administer Nightfall's DLP solution including agent deployment, policy configuration, integration setup, and performance monitoring • Stay informed about emerging insider threat trends, data exfiltration techniques, and adversary tactics, techniques, and procedures (TTPs).

• Designing and developing data exfiltration prevention apps, drivers, system extensions and services on MacOS or Windows. • Maintaining and evolving mission-critical agents on endpoints. • Own complex features from design to delivery and troubleshoot issues from customers. • Designing and building secure software with cross-platform deliverables (Windows, MacOS). • Writing and maintaining documentation about internal and public services.

• Own the full enterprise customer journey, from onboarding and adoption through value realization, renewal, and expansion. • Manage a portfolio of enterprise customers with accountability for adoption, retention, renewals, and expansion. • Lead onboarding and early lifecycle success, ensuring strong deployment, stakeholder alignment, and early time-to-value. • Define and track customer success criteria (adoption milestones, risk reduction, operational outcomes) and regularly report on progress. • Translate product usage and outcomes into clear business value and ROI for both technical and executive stakeholders. • Drive ongoing adoption and optimization, introducing new use cases, data sources, and workflows over time. • Lead executive check-ins and business reviews focused on outcomes, value, and roadmap alignment. • Identify and execute expansion opportunities in partnership with Sales. • Proactively monitor customer health, manage risk, and coordinate escalations when needed. • Share actionable customer feedback with Product and Engineering to influence roadmap and improvements. • Leverage AI and automation to improve efficiency and insight across customer success workflows.

• Define and execute a East region channel recruitment strategy • Identify, onboard, and enable distributors and VARs • Grow and manage a portfolio of high-performing reseller partners • Drive partner-sourced and partner-influenced pipeline and revenue • Collaborate closely with direct sales, marketing, and product teams on co-sell motions • Enable partners through training, joint planning, and go-to-market programs • Track partner performance and optimize for scale and repeatability

• Define and execute a West region channel recruitment strategy • Identify, onboard, and enable distributors and VARs • Grow and manage a portfolio of high-performing reseller partners • Drive partner-sourced and partner-influenced pipeline and revenue • Collaborate closely with direct sales, marketing, and product teams on co-sell motions • Enable partners through training, joint planning, and go-to-market programs • Track partner performance and optimize for scale and repeatability

• 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