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Nightfall AI is an AI-native data loss prevention and insider risk management platform protecting sensitive data across SaaS apps, GenAI tools, email, and endpoints. The company serves hundreds of customers from AI innovators to top-10 banks and is backed by leading VCs including Bain Capital Ventures, Venrock, and Pear VC, with advisors including the founders of Okta and Mandiant.
This is a founding-stage revenue operations role with significant scope and autonomy. You will design and build Nightfall's revenue operations and GTM engineering function from the ground up, including CRM architecture, forecasting models, automation workflows, and data infrastructure. This is not a maintenance position—you'll architect systems and ship AI-powered automations that would typically take other companies months to deliver.
Key responsibilities include: owning pipeline management, forecasting, quota setting, territory design, and reporting in partnership with the CRO and CEO; architecting the GTM tech stack (CRM, marketing automation, enrichment, routing, attribution) and building automations using AI tools; managing GTM data quality and analytics (win/loss, conversion, ramp, cohort, pipeline coverage) and translating data into strategic recommendations; designing scalable GTM processes (routing, handoffs, renewals, expansion triggers) and documenting them for team independence; and aligning Sales, Marketing, CS, and Finance on systems and data definitions.
You should have 6+ years in revenue operations, GTM strategy, management consulting, investment banking, or private equity. The ideal candidate is a hands-on technical builder with proven experience in Salesforce, SQL, APIs, and AI/LLM tools—not just comfortable with AI, but someone who has actually shipped AI-powered automations independently. High-growth B2B SaaS experience in a RevOps, Sales Ops, or GTM role is expected. You'll need strong analytical skills (bottoms-up revenue models, quota frameworks, pipeline forecasting), the ability to move fluidly between strategic framing and tactical execution, and a self-directed startup mindset with strong communication across all levels from CEO to seller. Bachelor's degree required. Prior management consulting or investment banking/private equity experience is a bonus.
