Director, Business Development

Palo Alto · Remotefull timeRemote

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senior

$200k–$250k

H1B: no

Nightfall AI Director of Business Development at Nightfall AI responsible for building and leading the sales development function from the ground up. Design outbound and inbound motions, hire and manage SDR team, and define success metrics.

Responsibilities

We're hiring our founding Director of Business Development to build Nightfall's sales development function from the ground up. You'll design the outbound and inbound motion, hire and lead the SDR team, and define the metrics that tell us whether it's working.
You'll sit between marketing and sales. You'll work with marketing to turn campaigns and inbound interest into meetings, and with our Enterprise and Commercial AEs to put qualified meetings on their calendars that turn into real pipeline.
This is a builder role. There's no playbook to inherit: you'll set the team structure, hiring plan, qualification standards and operating rhythm, and you'll be hands-on while the team gets off the ground.
Reports to: Chief Revenue Officer
Location: United States (remote)
Travel: [ADD: travel %]
Build the SDR team. Design the team structure, write the hiring plan, and recruit, onboard and ramp Nightfall's first SDRs.
Design the outbound motion. Define target accounts and personas with sales leadership, build account tiering, sequences and multi-channel plays, and set the weekly operating rhythm.
Own inbound follow-up. Set speed-to-lead and routing standards with marketing so every hand-raiser gets a fast, relevant response and the right ones become meetings.
Define what success looks like. Set the metrics for the function, from activity and meetings held to qualified opportunities, pipeline and conversion, and report on them to sales leadership.
Set qualification and handoff standards. Agree with AEs on what a qualified meeting is, how it's handed off, and how its quality is scored, so meetings turn into opportunities.
Partner with marketing. Work with growth and field marketing on campaign follow-up, messaging, lead scoring and event outreach, and feed what you hear from the market back into campaigns.

Qualification

Experience in data securityHow success is measured30 days60 days90 daysOngoing

Preferred

Experience in data security, DLP or an adjacent security category.
Experience working with channel partners or resellers on joint pipeline. We're a channel-first company.
You've built an SDR comp plan or a sales development career ladder.
How success is measured
30 days: Learn our buyers, product and sales motion. Meet the AEs, marketing and channel teams, and audit how meetings and pipeline are generated today.
60 days: Deliver the sales development plan: team structure, hiring plan, outbound and inbound playbooks, qualification and handoff standards, and the metrics we'll track. Start hiring.
90 days: First SDRs hired or in process, outbound plays live, and a weekly report on meetings, qualified opportunities and pipeline that sales and marketing both trust.
Ongoing, we'll look at SDR-sourced pipeline, qualified meetings AEs accept, inbound conversion, team ramp and promotion, and how well sales and marketing see the team as a pipeline partner.

Benefits

Equity/RSU
Annual Bonus

Company

Nightfall AI

View company page

Source: ashby

Active within the past hour

Remote-friendly

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Director, Business Development at Nightfall AI · LumiJobs