Director, Revenue Operations – GTM Engineer

🕒 September 1

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

💹 Revenue Operations

👻 Ghost score 20%

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Nightfall AI

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2018

🔒 Cybersecurity

🤖 Artificial Intelligence

☁️ SaaS

💰 $40M Series B - Nightfall on 2022-08

Cybersecurity • Artificial Intelligence • SaaS

Nightfall AI is an AI-native data loss prevention (DLP) platform that prevents sensitive data exposure and exfiltration across SaaS applications, endpoints, browsers, email, and generative AI tools. The company combines LLMs, computer vision models, and AI-driven data lineage to detect and block secrets, PHI, PCI, PII, and other confidential content in real time, and provides automated remediation and contextual policy enforcement. Nightfall is delivered as a SaaS platform with API integrations, lightweight agents, and browser plugins, targeting enterprises seeking autonomous, high-accuracy protection against insider risk, Shadow AI leaks, and sophisticated exfiltration attempts.

📋 Description

• Own pipeline management, forecasting, quota setting, territory design, and reporting • Partner with the CRO and CEO on GTM planning and headcount modeling • Architect the GTM technology stack, including CRM, marketing automation, enrichment, routing, and attribution • Ship GTM automations with AI tools • Own GTM data quality and reporting, including win/loss, conversion, ramp, cohort, and pipeline coverage • Turn data into strategy recommendations • Design scalable GTM processes, including routing, handoffs, renewals, and expansion triggers • Document processes so the revenue team can operate independently • Align Sales, Marketing, CS, and Finance on systems and data definitions

🎯 Requirements

• 6+ years across revenue operations, GTM strategy, management consulting, investment banking, or private equity • Hands-on experience with Salesforce, SQL, APIs, and AI/LLM tools to independently ship GTM automations • Experience at a high-growth B2B SaaS startup in a RevOps, Sales Ops, or GTM role • Strong analytical foundation, including bottoms-up revenue models, quota frameworks, and pipeline forecasting • Bachelor's degree required • Self-directed, startup-pace operator • Strong communication across the CEO-to-seller spectrum

🏖️ Benefits

• Bonus (for applicable roles) • Benefits & perks • Stock options