Nightfall makes safeguarding sensitive data for every application simple and seamless. Organizations, from startups to global brands, trust Nightfall’s software platform and APIs to discover, classify, and protect sensitive data.
About the Department
Account Managers, Customer Success Managers, Solution Architects, Support Engineers, - all working together to help our customers adopt Nightfall and create superior Data Leak Prevention experiences. The Customer Success Organization at Nightfall helps customers solve real, technical problems while creating the revenue streams that help the company deliver on its promise to be the best AI / ML Data Leak Prevention platform in the market.
As an Account Manager at Nightfall, you will drive upsells and cross-sells into all accounts above $10k in ARR. Your strategic selling activities will include "hunter" type initiatives to map accounts proactively, while also being able to leverage business reviews and health checks with CSMs for access to known key buyers. You will also undertake detailed account planning, focused relationship building and effective sales campaigns to successful closure.
You’ll help orchestrate the customer relationship, discover use cases for new product adoption, and advise on untapped integrations to ensure customers are maximizing value & seeing success with the Nightfall platform. This is the perfect role for someone who is eager to be on the frontlines of the AI/ML revolution of the data security industry.
Responsibilities
- Achieve and exceed revenue targets
- Manage contract negotiations
- Maintain a robust sales pipeline
- Develop and deliver a roadmap to success, advising customers to derive value from our product and reach business goals
- Partner with CSMs to build relationships and multi-thread into customer accounts; engage with executive stakeholders and champions in-person to deepen relationships
- Collaborate cross-functionally (especially with Product) to drive revenue growth in book of business
- Engage with business leaders to understand their strategic priorities and thoughtfully help them expand Nightfall’s footprint and depth of engagement
- Become an expert on the Nightfall platform and our integrations, while keeping up with industry trends in data security
Qualifications
- Ideally 5+ years of consulting, account management, or customer success experience, working with customers in SaaS and/or early stage startup settings
- Prior experience being part of an early sales team helping drive traction in the market
- Strong interpersonal communication (verbal and written) and organizational skills
- Self-motivated; entrepreneurial spirit
- Comfortable working in a fast paced dynamic environment
- You require little to no hand holding or guidance to be effective at supporting customers, working with cross-functional teams
- You drive to understand customers’ business goals, anticipate future needs, and identify solutions
- You are a team player with a high level of integrity and desire to assist and mentor the Customer Success Manager team
- You have proven capacity to develop relationships and optimize customer accounts
- You have strong business acumen and an interest in machine learning & information security
- You have an aptitude for digesting and effectively communicating technical concepts across audiences of varying technical ability
- You’re resourceful - you may not have all the answers, but you know how to find them
- Willingness to travel ~25% of the time to meet customers in-person
About Nightfall:
Nightfall is a cybersecurity startup dedicated to helping organizations secure and manage their sensitive data. As a leading enterprise technology company, our product affects the personal data that people entrust businesses to store & process with care every day. Critical data in modern organizations is often sprayed across a broad set of cloud data silos, and it’s a herculean task for security & compliance teams to monitor, manage, and protect this highly sensitive data. Via machine learning, our product makes it easy for organizations to discover, classify, and protect this sensitive data across their cloud footprint - such as their corporate SaaS, data infrastructure, and even their own apps. In doing so, we prevent data leakage, provide unprecedented data visibility & protection across the cloud, and enable compliance. We’re a technology startup founded in San Francisco, well-funded by leading institutional investors like Bain and Venrock, and a cadre of security & IT leaders from Okta, Salesforce, Atlassian, Splunk, FireEye, and more. Learn more on our website www.nightfall.ai or by reaching out via email at careers@nightfall.ai.
