Founding Mid Market Account Executive (East)
Role Overview
This is a senior-level Founding Mid Market Account Executive role where you will drive revenue growth in the Eastern US by managing the full sales cycle, from prospecting to closing deals. You will articulate Nightfall's AI-native DLP platform value to C-level and technical stakeholders, collaborate with cross-functional teams, and represent the company at industry events. The hire will have a significant impact on expanding the customer base and achieving sales targets in a fast-growing cybersecurity startup.
Perks & Benefits
The role is fully remote, likely with flexibility in work hours, though travel within the Eastern US region is required. It offers career growth opportunities as a founding member in a high-growth startup backed by leading investors, with a culture focused on innovation and security. Benefits may include competitive compensation, professional development, and networking at industry events, typical for tech roles.
Full 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:
Nightfall AI is seeking a founding Mid Market Account Executive in the East to drive growth and revenue across our expanding customer base. You will partner with organizations to sell Nightfall’s transformative AI Native DLP Platform.
Responsibilities
Own and close new business opportunities within the East territory by managing the full sales cycle—from prospecting to POVs to contract negotiation and signing
Articulate Nightfall’s value proposition and use cases for Data Loss Prevention for SaaS, endpoints, and AI to C-level executives and technical stakeholders
Collaborate with product, marketing, and customer success teams to deliver tailored solutions and drive customer outcomes
Accurately forecast, achieve, and exceed sales quotas and targets
Represent Nightfall at industry events, conferences, and customer meetings
Build long-term relationships with stakeholders to support upsell opportunities
Qualifications
5+ years of Cybersecurity SaaS sales experience, preferably in DLP, data security, or adjacent
Proven track record of exceeding quotas and closing deals in medium sized organizations
Strong understanding of cloud security, AI Native SaaS solutions, and evolving regulatory landscapes
Excellent interpersonal, verbal, and written communication skills
Experience engaging with executive and technical buyers
Highly organized, self-motivated, and skilled at managing multiple priorities
Ability to travel as needed within the Eastern US region
Join Nightfall AI to help enterprises securely leverage the power of AI and data. Apply today!
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