Founding Account Executive

divh2Founding Account Executive/h2pEvery enterprise spends millions of dollars on Governance, Risk, and Compliance (GRC). Its 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./ppZania 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:/pulliDream Customers: Our customers are the most notable enterprises in the world, including FAANG, Big 4 firms and a portfolio of top customers./liliTier 1 Backing: Funded by a leading Tier 1 venture capital fund, giving us the resources to build a generational company./liliWorld-Class Team: Zania is hiring the best. Our team includes AI and Security leaders from Airbnb, Microsoft, Bain Company, Deloitte, PwC, Brex, and Instacart./liliPioneering 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./liliHyper-Growth: We have seen 10x ARR growth in the last year and are rapidly expanding./liliCompetitive Compensation Equity./li/ulpRole Overview/ppAs our Founding Account Executive, you will be the driving force behind our early revenue engine. You will work directly with the founders to transition from founder-led sales to a scalable Go-To-Market motion. This is a true 0-to-1 role: you wont be handed a neatly packaged pipeline. You will be responsible for full-cycle salesfrom hunting and generating your own leads to navigating complex enterprise procurement processes and closing six-figure deals. If you are a builder who thrives on the thrill of the hunt and wants to shape the sales playbook of an AI rocketship, this is for you./ppWhat youll do/pulliDrive Full-Cycle Sales: Own the entire sales process from outbound prospecting and lead generation to discovery, demo, negotiation, and closing./liliGenerate Your Own Pipeline: Act as your own SDR by researching target accounts, executing outbound campaigns, and building a robust pipeline of enterprise prospects./liliDefine the Playbook: Partner with the founders to refine our ICP (Ideal Customer Profile), test different messaging, and build the foundational sales playbook for future hires./liliNavigate Complex Deals: Manage multi-stakeholder enterprise deals involving GRC leaders, CISOs, and IT procurement teams./liliVoice of the Customer: Act as a critical feedback loop to our Product and Engineering teams, translating customer pain points into actionable product insights./li/ulpWhat You Have/pulliExperience: 5+ years of B2B SaaS sales experience, with a proven track record of closing complex, six-figure enterprise deals./liliHunter Mentality: Demonstrated success in generating your own leads and building pipeline from scratch without relying heavily on inbound marketing./liliDomain Knowledge: Previous experience selling into Security, Compliance, Risk, or AI domains is a massive plus./liliStartup DNA: Comfortable operating in a highly ambiguous, fast-paced Series A environment where you must build the parachute on the way down./liliLocation: Based in (or willing to relocate to) Palo Alto, working in-person with the team five days a week./li/ulpCompensation and benefits/pulliFlexible PTO policy./liliMedical, dental, and vision insurance/liliMeals and snacks in the office/liliRelocation and immigration support/li/ulpZania is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law./p/div