{"id":4046898,"url":"https://alion.io/job/nightfall-director-sales-engineering","title":"Director, Sales Engineering","company":{"id":2061,"name":"Nightfall","domain":"nightfall.ai","url":"https://alion.io/company/nightfall","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"A","score":93,"open_postings":25,"ghost_share":0.04,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":79,"computed_at":"2026-11-10T06:52:35Z"}},"role":"Solutions","role_family":"Solutions","seniority":"head","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Palo Alto, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":270000,"max":300000,"currency":"USD","period":"year","gross":null,"usd_annual":300000},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"AI Agents","optional":false},{"name":"AWS","optional":false},{"name":"Azure","optional":false},{"name":"Claude","optional":false},{"name":"Cloudflare","optional":false},{"name":"DLP","optional":false},{"name":"Dropbox","optional":false},{"name":"GCP","optional":false},{"name":"Okta","optional":false},{"name":"Python","optional":true}],"status":"live","first_seen_at":"2026-11-10T22:11:26Z","employer_posted_date":"2026-11-10","last_verified_at":"2026-11-11T00:19:36Z","board_verified":true,"closed_at":null,"days_open":0,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":0},"description":"About Nightfall:\nNightfall 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.\nNightfall 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.\nAbout the role:\nWe're hiring a Director of Sales Engineering to lead our SE team and shape how Nightfall wins technically. You'll lead three SEs covering Enterprise and Commercial deals, and you'll stay hands-on: running demos, building labs and jumping into the deals where you can make the difference.\nEnterprises are deploying AI tools and agents faster than their security programs can keep up, and buyers want to see how Nightfall protects their data across people, AI agents, SaaS, email and endpoints. You'll make sure every technical evaluation shows that clearly, and you'll bring what you hear in the field back to our product and engineering teams.\nThis is a player-coach role. You'll work closely with our CRO on how sales engineering scales as we grow.\nWHAT YOU'LL DO\nLead and grow the SE team. Manage, coach and develop three SEs across Enterprise and Commercial. Set coverage, run deal and demo reviews, and hire as the team grows.\n\nStay hands-on. Run demos, technical deep dives and proofs of value on key deals, and step in when a technical win is on the line.\n\nBuild the SE playbook. Create the discovery guides, demo flows, POV frameworks and lab environments that our team and channel partners use to win.\n\nRun sales and product enablement. Lead regular sessions so AEs, SEs and partners can position new releases and handle technical objections.\n\nClose the loop with product and engineering. Capture field feedback, feature requests and losses, show their impact, and work with product and engineering on what gets built next.\n\nPartner with our CRO. Shape plans for SE capacity, coverage and process as we scale and accelerate growth.\n\nShow up in the field. Travel to industry events and customer meetings as needed, and represent Nightfall with CISOs and security teams.\n\nWork AI-forward. Use tools like Claude to speed up demo prep, RFPs, POV reporting and enablement.\n\nWHAT YOU'LL BRING\nSales engineering leadership experience, including managing SEs, ideally at a high-growth security company.\n\nYou're still hands-on. You can run a technical demo or POV yourself, and you've built demo environments or labs.\n\nExperience selling cybersecurity, ideally data security, DLP, SSE/CASB, insider risk or endpoint, to CISOs and security teams.\n\nTechnical depth across SaaS applications and APIs, endpoint agents, browsers and cloud environments (AWS, Azure or GCP).\n\nA track record of building SE playbooks and running enablement that improved win rates or ramp time.\n\nExperience turning field feedback into product changes, working closely with product and engineering leaders.\n\nExperience working with channel partners and their SEs. We're a channel-first company.\n\nComfort presenting to executives and representing your company at events, and willingness to travel for events and customer meetings.\n\nLocated on the West coast preferred\n\nBONUS POINTS\nExperience with AI security, or securing AI tools and agents.\n\nYou've built an SE function from the ground up at a Series A to C company.\n\nScripting or automation experience (Python, APIs, infrastructure as code).\n\nEnvironment\nNightfall 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.\nCompensation\nEmployee 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.","description_format":"text","description_chars":5120,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Stock options"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Cloud Security","Information Security","Data Loss Prevention"],"lifecycle":[{"event":"open","at":"2026-11-11T00:19:36Z"}],"visa":[],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":0,"expected_fill_days":79,"reasons":["conf:1","win:early"],"computed_at":"2026-11-11T01:55:29Z"},"pay":{"stated_usd_annual":300000,"is_top_pay":true},"html_url":"https://alion.io/job/nightfall-director-sales-engineering","json_url":"https://alion.io/job/nightfall-director-sales-engineering.json","meta":{"generated_at":"2026-11-11T01:55:29Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":436,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-12T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":2061},"rest":"https://alion.io/mcp/rest/get_company?id=2061"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fnightfall-director-sales-engineering"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":2,"usd":0.2},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fnightfall-director-sales-engineering"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fnightfall-director-sales-engineering"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/nightfall-director-sales-engineering\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fnightfall-director-sales-engineering"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":4046898}},{"tool":"search_jobs","arguments":{"company":"nightfall.ai","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":4046898},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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