Sales Development Representative

Nightfall AI (www.nightfall.ai) is the unified platform that prevents data leaks and enables secure collaboration by protecting sensitive data and controlling how it's shared. For decades, legacy data leak prevention (DLP) solutions have failed to adequately protect sensitive information. Traditional DLP is outdated, intrusive, and complex - it wasn't designed for today's modern enterprise where users continuously share data across interconnected SaaS applications, endpoints, and now generative AI. Nightfall AI is the first AI-native DLP solution. We leverage AI to achieve twice the accuracy with a fraction of the false positives that overwhelm security teams. Nightfall does this without disrupting modern work patterns. Our AI-native platform spans sensitive data protection across SaaS, email, data exfiltration prevention on SaaS, endpoints, and data encryption. Nightfall's Developer Platform provides an open, flexible environment for developers to integrate our data classification and protection capabilities anywhere, including establishing trust boundaries for AI model building and consumption.

As a Sales Development Representative (SDR) at Nightfall AI, you will be on the front lines of our go-to-market efforts, helping to drive pipeline growth by identifying and qualifying new business opportunities. You’ll be the first point of contact for many of our prospective customers and play a critical role in communicating Nightfall’s value proposition—AI-native data loss prevention for the modern enterprise. Your efforts will directly impact our ability to scale and help secure the world’s most sensitive data. This in-office role is based in the San Francisco Bay Area.

Responsibilities

• Generate top-of-funnel pipeline through a mix of outbound prospecting, email campaigns, social outreach, and other strategies
• Identify and qualify new business opportunities by engaging with inbound and outbound leads
• Effectively communicate Nightfall’s product value and use cases to a variety of personas, including security, compliance, and engineering stakeholders
• Collaborate closely with Account Executives to schedule discovery meetings and ensure seamless lead handoffs
• Track all sales activities and interactions in CRM systems with a high degree of accuracy and detail
• Continuously develop and refine outreach strategies based on feedback, performance data, and industry insights

Qualifications

• Bachelor’s degree or equivalent experience
• Fluency with using AI tools and new technologies
• Excellent written and verbal communication skills; confident engaging with technical and non-technical audiences
• Strong organizational skills and attention to detail with the ability to manage multiple workstreams simultaneously
• Demonstrated work ethic, drive, and resilience in fast-paced or high-growth environments
• Ability to quickly learn and explain technical products and concepts
• Comfort with ambiguity, attention to detail, and a creative, entrepreneurial mindset

Bonus Points

• Previous SDR or sales experience at a SaaS, cybersecurity, or high-growth startup
• Familiarity with tools like Salesforce, LinkedIn Sales Navigator, HubSpot, Apollo, and more
• Exposure to data security and compliance markets

About Nightfall:

Nightfall is a cybersecurity startup dedicated to helping organizations secure and manage their sensitive data. As a leading enterprise technology company, our product affects the personal data that people entrust businesses to store & process with care every day. Critical data in modern organizations is often sprayed across a broad set of cloud data silos, and it’s a herculean task for security & compliance teams to monitor, manage, and protect this highly sensitive data. Via machine learning, our product makes it easy for organizations to discover, classify, and protect this sensitive data across their cloud footprint - such as their corporate SaaS, data infrastructure, and even their own apps. In doing so, we prevent data leakage, provide unprecedented data visibility & protection across the cloud, and enable compliance. We’re a technology startup founded in San Francisco, well-funded by leading institutional investors like Bain and Venrock, and a cadre of security & IT leaders from Okta, Salesforce, Atlassian, Splunk, FireEye, and more. Learn more on our website www.nightfall.ai or by reaching out via email at careers@nightfall.ai.