Director, Sales Engineering

About the role

We'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.

Enterprises 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.

This is a player-coach role. You'll work closely with our CRO on how sales engineering scales as we grow.

What You'll Do

• Lead 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.
• Stay 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.
• Build the SE playbook. Create the discovery guides, demo flows, POV frameworks and lab environments that our team and channel partners use to win.
• Run sales and product enablement. Lead regular sessions so AEs, SEs and partners can position new releases and handle technical objections.
• Close 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.
• Partner with our CRO. Shape plans for SE capacity, coverage and process as we scale and accelerate growth.
• Show up in the field. Travel to industry events and customer meetings as needed, and represent Nightfall with CISOs and security teams.
• Work AI-forward. Use tools like Claude to speed up demo prep, RFPs, POV reporting and enablement.

What You'll Bring

• Sales engineering leadership experience, including managing SEs, ideally at a high-growth security company.
• You're still hands-on. You can run a technical demo or POV yourself, and you've built demo environments or labs.
• Experience selling cybersecurity, ideally data security, DLP, SSE/CASB, insider risk or endpoint, to CISOs and security teams.
• Technical depth across SaaS applications and APIs, endpoint agents, browsers and cloud environments (AWS, Azure or GCP).
• A track record of building SE playbooks and running enablement that improved win rates or ramp time.
• Experience turning field feedback into product changes, working closely with product and engineering leaders.
• Experience working with channel partners and their SEs. We're a channel-first company.
• Comfort presenting to executives and representing your company at events, and willingness to travel for events and customer meetings.
• Located on the West coast preferred

Bonus Points

• Experience with AI security, or securing AI tools and agents.
• You've built an SE function from the ground up at a Series A to C company.
• Scripting or automation experience (Python, APIs, infrastructure as code).

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.
• 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.