Regional Sales Director

About the role

You will be a core member of the 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. You will build and execute a comprehensive territory plan to identify, qualify and close net-new enterprise customers with a focus on high-impact accounts. You will work with business and technical stakeholders to understand customer needs, qualify opportunities, and articulate the value of the Nightfall platform in compelling terms. You will build trusted relationships with C-level executives, senior decision makers, enterprise security leaders, and insider risk analysts across targeted industries to establish long-term credibility. You will own the full sales cycle, from initial prospecting and discovery through value articulation, proof of value execution, negotiation, and final closure of complex deals. You will deliver tailored business value presentations and live demonstrations that directly align with specific customer priorities such as operational efficiency, risk reduction, and regulatory compliance. You will partner cross-functionally with marketing, sales engineering, and customer success teams to optimize pipeline generation, accelerate revenue growth, and ensure high-impact outcomes for clients. You will maintain accurate pipeline forecasting and detailed account activity tracking within our CRM system to ensure visibility and predictability. You will stay informed about industry trends, the competitive landscape, and evolving customer requirements to effectively position Nightfall's platform as the leading solution for data protection.

Key facts

What you'll do

• Build and execute a comprehensive territory plan to identify, qualify and close net-new enterprise customers across assigned segments.
• Conduct in-depth discovery sessions with business and technical stakeholders to uncover critical data protection challenges and priorities.
• Articulate the quantifiable business value and security outcomes of the Nightfall platform to executive audiences using tailored narratives.
• Establish and nurture trusted relationships with C-level executives, security leaders, and insider risk analysts in target verticals.
• Manage the full sales cycle from initial prospecting and opportunity qualification through value demonstration, negotiation, and deal closure.
• Coordinate cross-functional collaboration with marketing, sales engineering, and customer success teams to optimize pipeline velocity and customer adoption.
• Develop and maintain precise pipeline forecasts and account activity records within CRM systems to support accurate forecasting.
• Exceed quarterly and annual new-business revenue targets through consistent execution and strategic account management.
• Analyze competitive positioning and industry trends to refine sales approaches and counter competitive objections effectively.
• Represent Nightfall at industry events, virtual briefings, and strategic meetings to elevate brand awareness and generate new opportunities.

Requirements

• Possess 7+ years of enterprise sales experience, with a minimum of 3 years focused on enterprise new-logo acquisition in complex sales environments.
• Hold cybersecurity domain experience, preferably within Data Loss Prevention (DLP), Cloud Access Security Broker (CASB), or Insider Risk Management solution categories.
• Maintain an established network of security leaders and channel partners that can accelerate enterprise sales cycles.
• Demonstrate a proven track record of consistently exceeding sales quotas and delivering revenue results above plan.
• Show strong mastery of the full sales cycle, including proactive prospecting, precise qualification, value articulation, negotiation, and formal closure.
• Exhibit the ability to work effectively with both business-focused and technically sophisticated stakeholders across all levels.
• Communicate with excellence in verbal presentations, written correspondence, and interpersonal interactions under tight deadlines.
• Demonstrate a passionate commitment to cybersecurity and a desire to make a significant impact on organizational risk outcomes.
• Display willingness and desire to travel frequently and meet prospects in person to build deeper relationships and close strategic deals.
• Thrive in a fast-paced, mission-critical environment where adaptability and ownership are essential for success.
• Align with Nightfall's culture of transparency, resilience, and customer-centricity in every client interaction.
• Commit to upholding the highest standards of integrity, collaboration, and performance in all professional activities.
• Be prepared to engage with global stakeholders across multiple time zones while maintaining reliable communication and follow-through.

Nice to have

• Preferred experience with AI-native security platforms and evolving technology landscapes.
• Familiarity with enterprise buying committees and consensus-driven decision-making processes.
• Background in regulated industries such as financial services, healthcare, or critical infrastructure.

Practical notes

Nightfall is 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.