Regional Sales Director

About the role

You will own the end to end sales strategy for a designated set of enterprise accounts across the United States and Canada, acting as the primary commercial leader for the Nightfall platform within your region. You will translate the technical capabilities of the AI-native data loss prevention and insider risk management solution into clear business outcomes for C-level and security executive stakeholders. This role requires you to build and sustain trusted relationships with senior decision makers while rigorously managing a full sales cycle from initial discovery to contract closure. You will leverage deep market knowledge to identify high value opportunities and position Nightfall as the critical control for protecting intellectual property and customer data. You will work tightly with internal teams to ensure alignment between customer needs, product value, and commercial execution. Success in this role will directly determine the growth and profitability of your assigned territory while reinforcing Nightfall's position as the autonomous data protection platform of choice. You will also serve as a key voice of the customer, feeding market insights back to product and marketing to refine messaging and drive adoption across the broader market.

Key facts

What you'll do

• Architect and execute a multi year territory business plan that targets and penetrates priority enterprise segments to generate scalable new logo revenue.
• Conduct in depth discovery sessions with security leaders and business stakeholders to uncover data risk exposure and quantify the financial impact of potential data loss scenarios.
• Articulate the ROI and risk reduction benefits of Nightfall's agentic DLP and insider risk management platform to executive audiences using tailored value narratives.
• Establish and nurture relationships with CISOs, CIOs, risk officers, and insider risk analysts to build a sustainable pipeline of qualified opportunities.
• Lead complex, multi stakeholder sales engagements, guiding prospects through demonstrations, proof of concept scenarios, and tailored business case development.
• Collaborate with sales engineering and solutions teams to build compelling proposals, response documents, and security evaluation materials that address detailed customer requirements.
• Partner with marketing to develop targeted campaigns, reference programs, and industry specific messaging that accelerates awareness and demand within your region.
• Maintain rigorous pipeline management in CRM, ensuring accurate forecasting, timely follow up, and clear visibility into deal stages and decision criteria.
• Track and report on key performance indicators including new qualified leads, conversion rates, average sales cycle length, and net new account acquisition.
• Continuously analyze competitor activity and market trends to refine positioning and ensure Nightfall's differentiated value is clearly understood.
• Represent Nightfall at industry conferences, virtual events, and customer forums to strengthen brand presence and generate new engagement opportunities.
• Mentor and coach junior sales representatives on enterprise selling techniques, discovery skills, and negotiation best practices within your territory.

Requirements

• 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 across the US and Canada.
• Proven track record of exceeding sales quotas and delivering consistent new business growth.
• 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 at enterprise scale.
• Excellent communication, presentation, and interpersonal skills in English.
• Passion for cybersecurity and a demonstrated desire to make a significant impact on data protection outcomes.
• Willingness and desire to travel and meet prospects in person as business needs require.

Practical notes

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. 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.

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.