Commercial Account Executive

Nightfall AI

4d•$180,000 - $220,000

About The Position

Nightfall is hiring a Commercial Account Executive to expand its commercial customer portfolio, build prospect relationships, and exceed annual revenue goals. The role is part of the sales team at an early-stage AI security company, with direct influence on revenue growth and market presence. Nightfall provides an AI-native data loss prevention and insider risk management platform that protects sensitive data across SaaS applications, GenAI tools, email, endpoint devices, and other environments. The Commercial Account Executive will manage the full sales cycle for new commercial customers, from territory planning and prospecting through discovery, value presentations, negotiation, and close. The position involves working with business and technical stakeholders, building relationships with security and IT leaders, delivering tailored presentations and demonstrations, maintaining accurate CRM records and forecasts, and collaborating with internal teams to generate pipeline and drive customer outcomes. The role requires cybersecurity sales experience, a history of closing new business, and willingness to travel to meet prospects in person. Nightfall describes its culture as customer-centric, practical, excellence-oriented, transparent, resilient, and fun. The company is an equal-opportunity employer. Compensation is determined by interview performance, experience, skills, and market rate; the recruiter will discuss finalized base salary, applicable bonus, benefits, perks, and stock options during the offer process.

Requirements

At least 2–3 years of commercial sales experience, with a track record of owning and closing net-new business.
Cybersecurity domain experience; experience with DLP, CASB, or Insider Risk Management solutions is preferred.
A growing network of security leaders and a desire to deepen relationships in the space.
A proven 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 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.
Comfort operating in a fast-paced, early-stage environment where processes and approaches are built as the company grows.

Nice To Haves

Experience selling DLP, CASB, or Insider Risk Management solutions.

Responsibilities

Build and execute a territory plan to identify, qualify, and close net-new commercial customers in targeted industries.
Work with business and technical stakeholders to understand customer needs, qualify opportunities, and communicate the value of Nightfall's platform.
Build trusted relationships with security leaders, IT decision makers, and insider risk practitioners within commercial accounts.
Own the full sales cycle, from prospecting and discovery through value articulation, negotiation, and closure.
Deliver tailored business value presentations and product demonstrations aligned with customer priorities, such as operational efficiency and risk reduction.
Partner with marketing, sales engineering, and customer success to optimize pipeline generation, accelerate revenue growth, and deliver high-impact outcomes.
Maintain accurate pipeline forecasts and account activity tracking in the CRM.
Achieve and exceed quarterly and annual new-business revenue targets.
Stay informed about industry trends, the competitive landscape, and customer requirements to position Nightfall's platform effectively.
Travel to meet prospects in person.