Lead Sales Engineer (West)

📋 Description

• • As a Lead Sales Engineer for the West Coast at Nightfall AI, you will be at the forefront of our technical sales engagements, playing a pivotal role in demonstrating the power and value of our AI-native, unified data loss prevention (DLP) and insider risk management platform. This is a critical role where you will serve as the primary technical advisor to prospective customers, guiding them through the intricacies of their data security challenges and showcasing how Nightfall provides an unparalleled solution.
• • You will be responsible for owning the technical aspects of the entire sales process, from initial discovery calls to complex proof-of-value assessments. This involves deeply understanding the unique objectives, technical environments, and pain points of each prospect. Your ability to translate these requirements into compelling Nightfall solutions will be key to driving successful sales outcomes.
• • A significant part of your role will involve collaborating closely with Account Executives. You will be their technical counterpart, ensuring that the platform's capabilities are clearly communicated and effectively demonstrated to potential customers. This partnership is essential for navigating all stages of the sales cycle and building trust with prospects.
• • You will conduct in-depth assessments of prospect requirements, meticulously analyzing their current security posture, data flows, and potential risks. Based on this analysis, you will architect and articulate tailored Nightfall solutions that directly address their specific needs and business objectives. This consultative approach ensures that Nightfall is positioned not just as a product, but as a strategic partner in their data security journey.
• • Live demonstrations will be a core component of your responsibilities. You will showcase the Nightfall platform's advanced features and functionalities in real-time, highlighting its ability to detect and prevent data exfiltration across a wide range of environments, including SaaS applications, GenAI tools, email, and endpoint devices. Your presentations will need to be clear, engaging, and tailored to the technical sophistication of your audience.
• • Implementing proof-of-value (PoV) assessments will be crucial for validating Nightfall's effectiveness within a prospect's environment. You will design and manage these assessments, ensuring they are set up for success and deliver measurable results that demonstrate significant value and ROI.
• • Beyond direct sales engagements, you will represent Nightfall AI at industry-specific trade shows and events. This involves delivering impactful product presentations, engaging with potential customers and partners, and acting as a knowledgeable and enthusiastic ambassador for the company. Your presence at these events will help build brand awareness and generate new leads.
• • A vital aspect of this role is to serve as the bridge between our customers and our internal teams. You will meticulously gather and relay product feedback, feature requests, and insights from customer interactions to our product, engineering, and support teams. This feedback loop is instrumental in driving continuous improvement and ensuring Nightfall remains at the cutting edge of data security innovation.
• • You will foster and maintain strong, ongoing relationships with prospects and partners, ensuring their long-term success and satisfaction with Nightfall. This includes providing ongoing technical support and guidance as needed, contributing to customer retention and expansion.
• • You will be expected to maintain a deep and evolving understanding of Nightfall's platform, including its latest features, capabilities, and roadmap. This knowledge will enable you to effectively articulate how Nightfall can unlock significant value for our customers and transform the technology that powers their Data Loss Prevention (DLP) and AI security initiatives.
• • The role requires a proactive approach to identifying opportunities for Nightfall to solve complex data security challenges, particularly in the rapidly evolving landscape of AI and Generative AI. You will articulate how Nightfall's agentic platform can automate data protection, reduce manual effort for security teams, and enable organizations to innovate freely without compromising sensitive data or intellectual property.
• • Ultimately, you will contribute directly to Nightfall's growth and success by ensuring that our technical sales process is robust, effective, and consistently delivers exceptional experiences to our prospects and customers on the West Coast.