Director, Sales Engineering

Palo Alto, Remote. Posted 4 days ago

The role

You will lead and grow a team of three SEs covering Enterprise and Commercial deals. You will also stay hands-on by running demos, building labs, and conducting proofs of value.

What you will do

Lead and grow the SE team.
Manage, coach and develop three SEs across Enterprise and Commercial.
Set coverage, run deal and demo reviews, and hire as the team grows.
Run demos, technical deep dives and proofs of value on key deals.
Build the SE playbook including discovery guides, demo flows, POV frameworks and lab environments.
Run sales and product enablement for AEs, SEs and partners.
Capture field feedback and work with product and engineering on what gets built next.
Partner with the CRO to shape plans for SE capacity, coverage and process.
Travel to industry events and customer meetings as needed.
Use tools like Claude to speed up demo prep, RFPs, POV reporting and enablement.

Required qualifications

Sales engineering leadership experience, including managing SEs.
Ability to run a technical demo or POV and build demo environments or labs.
Experience selling cybersecurity, ideally data security, DLP, SSE/CASB, insider risk or endpoint, to CISOs and security teams.
Technical depth across SaaS applications and APIs, endpoint agents, browsers and cloud environments (AWS, Azure or GCP).
Track record of building SE playbooks and running enablement.
Experience turning field feedback into product changes.
Experience working with channel partners and their SEs.
Comfort presenting to executives and representing your company at events.
Willingness to travel for events and customer meetings.

Nice to have

Located on the West coast preferred
Experience with AI security, or securing AI tools and agents.
Built an SE function from the ground up at a Series A to C company.
Scripting or automation experience (Python, APIs, infrastructure as code).

About the company

Nightfall is an AI-native, unified data loss prevention and insider risk management platform. It is backed by leading VC firms including Bain Capital Ventures and Venrock.