Director, Business Development

Job not on LinkedIn

🔥 0 minutes ago

🏄 California – Remote

🏄 California – Remote

⏰ Full Time

🔴 Lead

💰 Business Development (BDR)

👻 Ghost score 19%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Just posted.
• Jobs at this company usually fill in 113 days.
• No salary listed.

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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

• Build Nightfall's SDR team, including team structure, hiring plan, recruitment, onboarding and ramping • Design the outbound motion, including target accounts, personas, account tiering, sequences and multi-channel plays • Define the weekly operating rhythm • Own inbound follow-up, including speed-to-lead and routing standards • Set metrics for activity, meetings held, qualified opportunities, pipeline and conversion • Report metrics to sales leadership • Set qualification and handoff standards with AEs • Partner with marketing on campaign follow-up, messaging, lead scoring and event outreach • Feed market feedback into campaigns • Align SDRs with Enterprise and Commercial AEs and channel partners • Coach and develop the team through call reviews, messaging feedback and 1:1s • Build a career path from SDR to AE • Own SDR tooling, data and reporting in Salesforce and sequencing tools • Work with RevOps and propose the SDR compensation plan • Use AI tools such as Claude for account research, personalization, list building and reporting • Report to the Chief Revenue Officer

🎯 Requirements

• Experience building an SDR or BDR team from the ground up, or leading one through a major rebuild, at a B2B SaaS startup • Several years leading SDR or BDR teams, including hiring, ramping and coaching reps, and promoting them into AE roles • Experience selling into security or IT buyers, ideally CISOs and security teams at mid-market and enterprise companies • Track record of owning meetings, qualified opportunities and pipeline targets, with numbers to explain • Experience running both outbound and inbound motions • Experience working closely with marketing on campaigns, messaging and lead conversion • Experience setting qualification standards and SDR-to-AE handoff processes • Fluency in Salesforce and a sequencing tool such as Outreach or Salesloft • Comfort building reports • AI-forward approach and experience using tools like Claude or similar to automate and accelerate work • Experience in data security, DLP or an adjacent security category is a bonus • Experience with channel partners or resellers on joint pipeline is a bonus • Experience building an SDR comp plan or sales development career ladder is a bonus

🏖️ Benefits

• Variable compensation • Equity / stock options • Accommodation support during the interview process • Equal-opportunity and inclusive workplace • Diverse and global talent pool • AI tools welcomed during the interview take-home

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