Commercial Account Executive

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: You'll be a core member of our sales team, responsible for expanding our commercial customer portfolio, building strong prospect relationships, and exceeding annual revenue goals. This is a role for someone who moves fast, loves the hunt, and is ready to make an immediate impact at an early-stage AI security company. Your contributions will directly shape our revenue growth and market presence. What You'll Do - 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 Qualifications - 2–3+ years of commercial sales experience, with a track record of owning and closing net-new business - Cybersecurity domain experience a strong plus, preferably in DLP, CASB, or Insider Risk Management solutions - Growing network with security leaders and a desire to deepen relationships in the space - Proven track record of meeting or exceeding sales quotas up to $900k - Strong understanding of the full sales cycle, including prospecting, qualification, value articulation, negotiation, and closure - Ability to work effectively with both business and technical stakeholders - Excellent communication, presentation, and interpersonal skills - Passion for cybersecurity and AI and a desire to make a significant impact - Willingness and desire to travel and meet prospects in person - Comfortable operating in a fast-paced, early-stage environment where you build as you go Our Culture Our employees are recognized as our top asset and we provide great benefits, meaningful equity participation, as well as a fun and inspiring environment to create and collaborate. - Customer Centricity: Focus on exceeding customer expectations and placing them at the core of decisions - Practicality over