Director of Sales, GRC

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. Series A led by NEA, with Anthropic and Menlo Ventures. $18M raised 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. - Hyper-Growth: We have seen 10x ARR growth in the last year and are rapidly expanding. - Competitive Compensation & Equity. The Role As Director of Sales, GRC, you will own new-logo revenue for Zania's agentic GRC platform. You will sell directly to CISOs, CROs, Chief Audit Executives, and compliance leaders at large enterprises, and you will help build the playbook, pipeline engine, and team that take Zania from founder-led sales to a repeatable enterprise sales motion. This is a player-coach role: you will carry a quota and close strategic deals yourself while hiring and developing the account executives who will scale the motion with you. You will work closely with the founders, our VP of GRC, and our partnerships team to turn deep GRC expertise into fast, high-value enterprise deals. What You'll Do - Close enterprise deals: Run complex, multi-stakeholder sales cycles end to end, from discovery and proof of value through security review, procurement, and signature. - Build pipeline: Develop outbound, partner-sourced, and event-driven pipeline into Fortune 500 and upper mid-market security, risk, and audit organizations. - Sell the outcome: Position Zania's agents against legacy GRC platforms and manual services across SOC 2, ISO 27001/42001, NIST, HIPAA, PCI DSS, and third-party risk management. - Build the team: Hire, coach, and lead a team of account executives and SDRs as we scale the sales organization. - Create the playbook: Define our ICP, qualification framework, sales process, pricing and packaging motions, and deal desk practices. - Partner across Zania: Work with GRC, product, and AI engineering to bring field insight back into the roadmap, and with partnerships to co-sell alongside Big 4 and advisory firms. - Forecast with rigor: Own pipeline hygiene, forecasting, and reporting on bookings, win rates, sales cycle length, and ACV. Representative Projects - Close a seven-figure, multi-year platform deal with a Fortune 500 security and compliance organization replacing a legacy GRC tool. - Build a repeatable land-and-expand motion that starts with Autonomous TPRM and expands to audit readiness and continuous compliance. - Hire and ramp Zania's first enterprise account executives and stand up the sales playbook they run. What You Have - Enterprise sales track record (required): You have consistently met or exceeded quota selling complex B2B software to large enterprises. - GRC or security domain fluency: You have sold into CISOs, risk, compliance, or audit buyers and can speak credibly about frameworks, audits, and vendor risk. - Player-coach leadership: You can close deals yourself and also hire, coach, and develop high-performing sellers. - Builder mentality: You are energized by building process and pipeline from early stages rather than inheriting a mature machine. - AI curiosity: You believe agents will change how GRC work gets done and can articulate that value to skeptical, risk-averse buyers. Minimum Qualifications - Bachelor's degree or equivalent practical experience. - 8+ years of B2B SaaS sales experience, with at least 5 years in enterprise closing roles. - Experience selling GRC, cybersecurity, risk, audit, or compliance software or services. - 2+ years leading or mentoring sales team members, formally or as a player-coach. - Proven ability to run six- and seven-figure deal cycles with security reviews and procurement. - Strong structured written and verbal communication skills. Nice to Have - Experience at a GRC, security, or compliance platform company (e.g., early-stage or high-growth). - Experience co-selling with Big 4 or advisory firms. - Familiarity with MEDDPICC or similar enterprise sales methodologies. - Experience as an early sales leader at a high-growth startup. Compensation & Benefits - Competitive base salary + commission + significant equity - Flexible PTO - Medical, dental, and vision insurance - Meals and snacks in the office - Relocation and immigration support Zania 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.