Sales Development Representative (SDR)
Job Description
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As a Sales Development Representative (SDR) at Nightfall AI, you'll be on the front lines of our go-to-market efforts — identifying and qualifying new business opportunities and driving pipeline growth. You'll be the first point of contact for many prospective customers, communicating Nightfall's value as AI-native data loss prevention for the modern enterprise.
Responsibilities
- Generate pipeline through a 70/30 mix of outbound prospecting (email, calls, social) and inbound lead qualification
- Communicate Nightfall's value and use cases to security, compliance, and engineering stakeholders
- Partner with Account Executives on meeting scheduling and clean lead handoffs
- Keep CRM activity accurate and up to date
- Refine outreach based on performance data and feedback
Qualifications
- 1+ years of SDR experience — looking to build a career here, not a short-term stop
- Previous SDR experience at a SaaS or high-growth startup
- Background in cybersecurity, data security, or DLP
- Bachelor's degree or equivalent experience
- Strong written and verbal communication with both technical and non-technical audiences
- Organized, detail-oriented, and comfortable managing multiple workstreams
- Resilient, driven, and comfortable with ambiguity in a fast-paced environment
- Fluent with AI tools and quick to learn technical products
- Familiarity with Salesforce, LinkedIn Sales Navigator, HubSpot, Apollo, or similar tools
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Nightfall AI
View Company ProfileNightfall AI is an industry-leading, AI-native Data Loss Prevention (DLP) and insider risk management platform fundamentally built to secure sensitive data in the generative AI era. Founded in 2018 by Isaac Madan and Rohan Sathe, and headquartered in San Francisco, California, the company operates as a modern alternative to clunky, legacy DLP systems. Under the hood, Nightfall leverages over 100 pre-trained machine learning and computer vision models—delivering 95% detection accuracy—to continuously monitor, classify, and protect sensitive data like PII, PHI, PCI, and Non-Human Identities (NHIs). The platform integrates via APIs in minutes across major SaaS applications (Slack, Google Workspace, Salesforce, Microsoft 365) and uses lightweight endpoint agents to prevent intellectual property from leaking into shadow AI tools like ChatGPT and GitHub Copilot. Their primary target audience spans aggressive startups to Fortune 500 enterprises (such as Snyk and Genesys) who desperately need to overcome the "alert fatigue" of traditional security tools. What sets Nightfall apart in the fiercely competitive cybersecurity landscape is its autonomous AI DLP analyst, "Nyx," which automatically tracks data lineage, contextually investigates risks, and automates 80% of remediation through real-time employee coaching—slashing operational workload and reducing total cost of ownership by up to 10x.
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