Director, Sales Engineering

Nightfall AI•Palo Alto, CA

1d•$270,000 - $300,000

About The Position

Nightfall is hiring a Director of Sales Engineering to lead its Sales Engineering team and shape the company’s technical sales approach. The Director will manage three Sales Engineers covering Enterprise and Commercial deals while remaining hands-on with demos, technical evaluations, labs, and key opportunities. The role ensures that technical evaluations demonstrate how Nightfall protects data across people, AI agents, SaaS, email, and endpoints, and carries customer and field feedback back to product and engineering teams. This is a player-coach role working closely with the CRO to scale Sales Engineering as the company grows. The position also involves building sales playbooks and enablement, supporting channel partners, representing Nightfall at customer meetings and industry events, and using AI tools to improve sales engineering workflows. West Coast location is preferred.

Requirements

Sales Engineering leadership experience, including managing Sales Engineers; experience at a high-growth security company is preferred.
Ability to remain hands-on by running technical demos and proofs of value and building demo environments or labs.
Experience selling cybersecurity products to CISOs and security teams; relevant areas include data security, DLP, SSE/CASB, insider risk, or endpoint security.
Technical depth across SaaS applications and APIs, endpoint agents, browsers, and at least one cloud environment: AWS, Azure, or GCP.
A track record of building Sales Engineering playbooks and running enablement that improved win rates or ramp time.
Experience translating field feedback into product changes in collaboration with Product and Engineering leaders.
Experience working with channel partners and their Sales Engineers.
Comfort presenting to executives and representing a company at events, and willingness to travel for events and customer meetings.

Nice To Haves

Experience with AI security or securing AI tools and agents.
Experience building a Sales Engineering function from the ground up at a Series A to C company.
Scripting or automation experience, such as Python, APIs, or infrastructure as code.
Located on the West Coast.

Responsibilities

Manage, coach, and develop three Sales Engineers across Enterprise and Commercial; set coverage, conduct deal and demo reviews, and hire as the team grows.
Run demos, technical deep dives, and proofs of value on key deals, and step in when needed to secure a technical win.
Create discovery guides, demo flows, proof-of-value frameworks, and lab environments for the team and channel partners.
Lead regular sales and product enablement sessions for Account Executives, Sales Engineers, and partners on new releases and technical objections.
Gather field feedback, feature requests, and loss insights; communicate their impact and collaborate with Product and Engineering on future development.
Work with the CRO on Sales Engineering capacity, coverage, and processes as the company scales.
Travel to industry events and customer meetings as needed and represent Nightfall to CISOs and security teams.
Use AI tools such as Claude to accelerate demo preparation, RFPs, proof-of-value reporting, and enablement.