Sales Development Representative

About the role:

You’ll be a core member of our sales team, responsible for expanding our customer portfolio, developing strategic partnerships, and exceeding annual revenue goals. Your contributions will significantly shape our revenue growth and market presence.

• Build and execute a comprehensive territory plan to identify, qualify and close net-new enterprise customers.

• Work with business and technical stakeholders to understand customer needs, qualify, and articulate the value of the Nightfall platform.

• Build trusted relationships with C-level, senior decision makers, enterprise security and insider risk analysts across targeted industries.

• Own the full sales cycle, from prospecting and discovery through value articulation, POV execution, negotiation, and closure.

• Deliver tailored business value presentations and demos that align with customer priorities (e.g. operational efficiency, 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, competitive landscape, and customer requirements to effectively position Nightfall's platform.

Qualifications

• 7+ years of enterprise sales experience, with 3+ years in enterprise new-logo acquisition

• Cybersecurity domain experience, preferably in DLP, CASB or Insider Risk Management solutions.

• Established network with security leaders and channel partners

• Proven track record of exceeding sales quotas

• 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 a desire to make a significant impact.

• Willingness and desire to travel and meet prospects in person.