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Mid LevelFull-timeGoAI
Salary Range
$68,000 - $92,000 /year
This salary is estimated based on similar roles. The actual salary may vary.
About the Role
We are looking for a Founding Account Executive to join Zania, a company building agentic AI for Governance, Risk, and Compliance (GRC). This is a 0-to-1 role where you will be responsible for driving the early revenue engine and transitioning from founder-led sales to a scalable Go-To-Market motion.
Key Responsibilities
- →Drive Full-Cycle Sales: Own the entire sales process from outbound prospecting and lead generation to discovery, demo, negotiation, and closing.
- →Generate Your Own Pipeline: Act as your own SDR by researching target accounts, executing outbound campaigns, and building a robust pipeline of enterprise prospects.
- →Define 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.
- →Navigate Complex Deals: Manage multi-stakeholder enterprise deals involving GRC leaders, CISOs, and IT procurement teams.
- →Voice of the Customer: Act as a critical feedback loop to our Product and Engineering teams, translating customer pain points into actionable product insights.
Requirements
- ✓Experience: 5+ years of B2B SaaS sales experience, with a proven track record of closing complex, six-figure enterprise deals.
- ✓Hunter Mentality: Demonstrated success in generating your own leads and building pipeline from scratch without relying heavily on inbound marketing.
- ✓Domain Knowledge: Previous experience selling into Security, Compliance, Risk, or AI domains is a massive plus.
- ✓Startup DNA: Comfortable operating in a highly ambiguous, fast-paced Series A environment where you must build the parachute on the way down.
- ✓Location: Based in (or willing to relocate to) Palo Alto, working in-person with the team five days a week.
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