Lead Sales Engineer (West)

Job Description

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 Lead Sales Engineer at Nightfall you will own the technical aspects of our sales process for West Coast 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 :

BS degree in Computer Science or a technical field

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