Founding Channel Manager (West)
About Nightfall:
Nightfall is the AI-native, unified data loss prevention and insider risk management platform that protects sensitive data across SaaS apps, GenAI tools, email, endpoint devices, and more. Hundreds of customers, spanning AI innovators to top 10 banks, trust Nightfall to detect and stop data exfiltration at scale. Nightfall enables organizations to innovate freely without the risks of losing intellectual property or exposing customer data. Our agentic platform helps security teams regain their time by putting data loss prevention on autopilot. With automatic remediation, security violations can be resolved automatically before they become incidents, and end-users can be automatically trained and coached in the moment to self-heal violations that they introduce.
Nightfall is backed by leading VC firms including Bain Capital Ventures (Enrique Salem - former CEO of Symantec), Venrock (early investors in Cloudflare), WestBridge Capital, Pear VC (early investors in Dropbox and Doordash), and a cadre of cybersecurity leaders including Frederic Kerrest (founder of Okta), Maynard Webb (former COO of eBay), Ryan Carlson (President of Chainguard), Kevin Mandia (founder of Mandiant), and many others.
About the role:
Nightfall is hiring our first Channel Account Manager in the West to drive partner acquisition and regional scale through distributors and resellers.
What You’ll Do
Define and execute a West region channel recruitment strategy
Identify, onboard, and enable distributors and VARs
Grow and manage a portfolio of high-performing reseller partners
Drive partner-sourced and partner-influenced pipeline and revenue
Collaborate closely with direct sales, marketing, and product teams on co-sell motions
Enable partners through training, joint planning, and go-to-market programs
Track partner performance and optimize for scale and repeatability
Qualifications
5+ years of channel management experience, ideally in B2B SaaS and cybersecurity
Cybersecurity domain expertise, preferably in DLP, CASB, Insider Risk, or adjacent security platforms
Established network of channel partners, distributors, and security leaders in the West
Proven track record of exceeding indirect revenue or pipeline targets
Strong understanding of the full sales lifecycle and partner co-sell motions
Ability to work effectively with technical and business stakeholders
Excellent communication, presentation, and relationship-building skills
Self-starter mindset with the ability to operate in a high-growth, fast-moving environment
Willingness to travel within the region to meet partners and customers
Our Culture
Our employees are recognized as our top asset and we provide great benefits, meaningful equity participation, as well as a fun and inspiring environment to create and collaborate.
Customer Centricity: Focus on exceeding customer expectations and placing them at the core of decisions
Practicality over Perfection: Emphasis on efficient solutions and agile decision-making
Strive for Excellence: Commitment to high standards and continuous improvement
Transparent Communication: Encouragement of open, honest dialogue and collaborative trust
Unwavering Resilience: Determination to overcome challenges and persist in achieving goals
Have Fun: Foster a positive work environment that balances hard work with enjoyment and creativity
Environment
Nightfall AI takes pride in being an equal-opportunity employer. We value a diverse and global talent pool and the collaboration that results from having a diverse and inclusive team. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Our hiring decisions are based exclusively on merit, qualifications, and business needs.
Compensation
Employee compensation will be determined based on interview performance, level of experience, specialization of skills, and market rate. During the offer discussion, your recruiter will review the finalized base salary, bonus (for applicable roles), benefits & perks, and stock options as they’ll be reflected in the offer letter.