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.

As a Sales Development Manager at Nightfall, you'll manage and build a team of high-caliber sales professionals focused on developing the top of the funnel to create pipeline and demand. Your team is responsible for pipeline from both processing inbound and testing outbound strategies for target accounts. You’ll partner closely with sales, marketing, and operations teams to execute a variety of campaigns and refine the Nightfall message for both existing and new products. You will have the opportunity to think strategically and creatively to generate demand and develop leadership experience through coaching a team of sales development professionals. This role will have a large impact on growing revenue and success is measured by pipeline creation. Successful candidates will have demonstrated experience with being data-driven, leveraging modern demand generation tactics, and leading a team.

Responsibilities

• Lead and motivate a team of Sales Development Representatives responsible for Inbound and Outbound sourced opportunities
• Coach, develop, and mentor a team of SDRs through daily 1-on-1s, joint call sessions, weekly activity metrics, monthly targets, skills development plans, etc.
• Develop your team’s prospecting and sales qualification skills and regularly provide coaching, feedback, and career development
• Own forecast and delivery of pipeline goals for the entire team by executing campaigns and analyzing demand generation and activity metrics
• Own your team’s quarterly plan to meet/exceed pipeline targets
• Develop and deliver a curriculum for sales development best practices and manage engagement cadence and sequences
• Closely monitor KPIs and metrics to increase productivity
• Work closely with go-to-market leadership and Account Executives to ensure alignment on account strategy, ideal customer profiles, sales qualification, and hand-off
• Interview, hire, onboard, develop and retain a growing team of SDRs

Qualifications

• 2-3+ years of sales development leadership experience in B2B startup/growth-stage environments with experience building high-performing, inbound and outbound pipeline generation teams
• Demonstrated experience exceeding opportunity creation and pipeline goals
• Demonstrated proficiency with modern discovery qualification processes/practices
• Strong analytical skills and can share examples of making data-driven decisions
• A “general manager” mentality and someone who enjoys working in a fast-paced, high-growth, sometimes ambiguous, and career-defining environment
• Proven ability to effectively hire and train new people
• Strong communicator with exceptional written and verbal communication skills
• Experience with enterprise technology and the sales cycle
• Ability to collaborate cross-functionally and demonstrated success in delivering results 
• Has a track record of success in a quota-carrying sales role before transitioning into a leadership capacity 
• Hardworking, self-starter with proven ability to exceed pipeline and revenue targets

Bonus Points

• Experience with technology products that target developers, security, and compliance teams
• You have experience targeting Medium and Large security software buyers in highly regulated industries
• Experience with target account selling and/or account-based marketing
• Keen understanding of the Salesforce technology stack
• Knowledge of machine learning, cybersecurity, data security, data loss prevention, and related markets

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 [email protected].