← Nightfall AI
Nightfall AI role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that spots and stops sensitive company data from leaking out through SaaS apps, email, AI tools and laptops.
Who you'd be calling
CISOs, Heads of Security, security engineers, and compliance leads at mid-size and enterprise companies, especially banks and AI-heavy tech firms.
Your opener
“Hi [Name], this is [You] from Nightfall. I know I'm calling out of the blue. Do you have 30 seconds to hear why I called, and then you can tell me if it's worth continuing?”
Problems you solve for them
- Employees paste sensitive data into ChatGPT and other GenAI tools
- Old DLP tools throw tons of false alarms that the team ignores
- Data is spread across Slack, Google Drive, email and laptops, with no single view
Discovery questions to ask
- How do you keep track of sensitive data going into tools like Slack, Google Drive or ChatGPT today?
- What do you use for data loss prevention now, and how much of its alert noise does your team actually act on?
- What happens when someone on the team leaves, and how do you know what data they took?
Objections they'll throw at you
“I'm really busy right now.”
→ Totally get it, I'll be quick. Would it be okay if I grabbed 2 minutes now, or is there a better time this week?
“We're not interested.”
→ Fair enough. Most security leaders I talk to say the same until they see how much sensitive data sits in their SaaS apps. Can I ask how you handle that today before I let you go?
“We already have a DLP tool.”
→ That's good to hear, and many of our customers did too. Is it catching what you need across GenAI tools and SaaS apps, or is the team drowning in false alarms?
“Just send me an email.”
→ Happy to. So I send something useful, what's the biggest data leak worry on your plate right now? Then I'll tailor it and we can pick a time to talk it over.
Competitors worth knowing
Cyberhaven, Forcepoint, Proofpoint, Microsoft Purview
Interview tips for this company
- Learn the basics of DLP and insider risk, and be able to explain them in one simple sentence without jargon.
- Weave GenAI data leaks (like pasting secrets into chatbots) into your pitch. It's the hot topic for security buyers right now.
Written from public information about Nightfall AI to help you practice. Ask an insider what their role play looked like; it's the best prep there is.