Director, Revenue Operations & GTM Engineer
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 at the stage where the right GTM infrastructure is a competitive advantage. We have a strong product, a growing sales team, and a CRO and CEO who understand the value of clean data, smart systems, and fast execution. What we need now is the person who builds the engine that makes all of it run.
This is not a maintenance role. You will design Nightfall's revenue operations and GTM engineering function from scratch -- the CRM architecture, the forecasting models, the automation workflows, the data infrastructure. You will use AI tools to move faster than a traditional RevOps team and vibe code solutions that would take other companies months to ship. If you have a consulting or banking brain and a builder's hands, this role was written for you.
What You'll Do
Revenue Operations - Own pipeline management, forecasting, quota setting, territory design, and reporting. Partner with the CRO/CEO on GTM planning and headcount modeling.
GTM Engineering & Systems - Architect the GTM tech stack (CRM, marketing automation, enrichment, routing, attribution) and ship automations with AI tools instead of waiting on engineering.
Data & Analytics - Own GTM data quality and reporting: win/loss, conversion, ramp, cohort, and pipeline coverage. Turn data into strategy recommendations.
Process & Enablement - Design scalable GTM processes (routing, handoffs, renewals, expansion triggers) and document them so the revenue team can run without you.
Cross-Functional Partnership - Align Sales, Marketing, CS, and Finance on systems and data definitions.
What We're Looking For
6+ years across revenue operations, GTM strategy, management consulting, investment banking, or private equity
Hands-on technical builder - Salesforce, SQL, APIs, and AI/LLM tools used to independently ship GTM automations (not just "comfortable with AI" - you've actually built with it)
Experience at a high-growth B2B SaaS startup in a RevOps, Sales Ops, or GTM role
Strong analytical foundation - bottoms-up revenue models, quota frameworks, pipeline forecasting
Fast learner who moves between strategic framing and tactical execution easily
Bachelor's degree required
Self-directed, startup-pace operator with strong communication across the CEO-to-seller spectrum
Bonus Points
Prior experience in management consulting or investment banking / private equity before moving into GTM or operations
Environment
Nightfall AI takes pride in being an equal-opportunity employer. We value a diverse and global talent pool and the collaboration that results from having a diverse and inclusive team. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Our hiring decisions are based exclusively on merit, qualifications, and business needs.
Compensation
Employee compensation will be determined based on interview performance, level of experience, specialization of skills, and market rate. During the offer discussion, your recruiter will review the finalized base salary, bonus (for applicable roles), benefits & perks, and stock options as they’ll be reflected in the offer letter.