Founding Account Executive

Why Zania

Every enterprise spends millions of dollars on Governance, Risk, and Compliance (GRC). It's one of the most critical, yet universally painful, parts of running a business. For decades, this industry has been dominated by legacy systems with notoriously low NPS scores, making it totally ripe for disruption.

Zania is building agentic AI for Governance, Risk, and Compliance (GRC) to solve this massive problem. We are on a rocketship trajectory, creating intelligent agents that automate and augment the most complex risk and compliance workflows. We have found exceptional product-market fit and are scaling our team very quickly. Some reasons to join Zania are:

• Dream Customers: Our customers are the most notable enterprises in the world, including FAANG, Big 4 firms and a portfolio of top customers.

• Tier 1 Backing: Funded by a leading Tier 1 venture capital fund, giving us the resources to build a generational company.

• World-Class Team: Zania is hiring the best. Our team includes AI and Security leaders from Airbnb, Microsoft, Bain & Company, Deloitte, PwC, Brex, and Instacart.

• Pioneering Technology: Our engineers and GRC experts work at the absolute forefront of applied AI, building the next generation of agentic systems that will define the future of compliance.

• Hyper-Growth: We have seen 10x ARR growth in the last year and are rapidly expanding.

• Competitive Compensation & Equity.

Role Overview

As our Founding Enterprise Account Executive, you’ll lead complex, high-trust sales cycles with large, security-conscious enterprises — from public companies to hyper-growth tech firms. You’ll work directly with CISOs, GRC leaders, Legal, and Procurement to position Zania’s AI-native platform as the trusted solution to their most critical risk and audit challenges.

This is a full-cycle role: you’ll prospect, pitch, negotiate, and close six- and seven-figure deals, often through deep POCs and rigorous security and legal reviews. You’ll also help shape our GTM motion from the ground up, refining messaging, outbound strategy, and enterprise sales playbooks as we build a new category.

This role is based full-time at our Palo Alto office with 5-days-a-week in-person collaboration.

What You’ll Do

• Drive new business with large enterprises by prospecting, pitching, and closing multi-stakeholder deals.

• Lead deals end-to-end — from initial engagement and technical evaluation through security reviews, procurement negotiations, and contract close.

• Develop multi-threaded account strategies across security, GRC, legal, and procurement functions to drive urgency and alignment.

• Deliver high-impact demos and run POCs, navigating technical evaluations, compliance reviews, and redlines

• Collaborate closely with Product, Engineering, and Customer Success to ensure solution fit, gather feedback, and shape the roadmap.

• Maintain rigorous pipeline discipline, exceed revenue targets, and contribute to building a scalable, repeatable enterprise GTM engine.

What you’ll bring

• 5+ years of full-cycle SaaS sales experience, with a strong track record closing complex, six-figure enterprise deals

• Skilled at navigating multi-threaded sales cycles, aligning stakeholders across security, legal, GRC, and procurement

• Experience selling to CISOs, security, compliance, legal, and procurement stakeholders.

• Consultative and technical — comfortable demoing AI products, handling objections, and translating value to different personas

• Executive presence and clear communication — able to lead high-stakes conversations with CISOs and senior decision-makers

• Self-directed and adaptable — thrives in 0-1, fast-paced, ambiguous environments

• Located in (or will relocate to) the bay area and excited about working in-person in Palo Alto.

Compensation and benefits

• Flexible PTO policy.

• Medical, dental, and vision insurance

• Meals and snacks in the office

• Relocation and immigration support