Director of Sales, GRC

The role

You will own new-logo revenue for Zania's agentic GRC platform, selling directly to CISOs, CROs, Chief Audit Executives and compliance leaders at large enterprises. You will also build the playbook, pipeline and sales team that take Zania from founder-led sales to a repeatable enterprise sales motion.

What you will do

• Run complex, multi-stakeholder enterprise sales cycles end to end, from discovery to signature
• Build outbound, partner-sourced and event-driven pipeline into Fortune 500 and upper mid-market security, risk and audit organizations
• 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
• Hire, coach and lead a team of account executives and SDRs as the sales organization scales
• Define the ICP, qualification framework, sales process, pricing and packaging, and deal desk practices
• Work with GRC, product and AI engineering to bring field insight back into the roadmap
• Co-sell alongside Big 4 and advisory firms with the partnerships team
• Own pipeline hygiene, forecasting and reporting on bookings, win rates, sales cycle length and ACV

Required qualifications

• Bachelor's degree or equivalent practical experience
• Enterprise sales track record of consistently meeting or exceeding quota selling complex B2B software to large enterprises
• 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
• GRC or security domain fluency, with experience selling to CISOs, risk, compliance or audit buyers
• 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
• Builder mentality, energized by building process and pipeline from early stages
• AI curiosity and the ability to articulate agent value to risk-averse buyers

Nice to have

• Experience at a GRC, security or compliance platform company (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

Benefits

• Competitive base salary, commission and significant equity
• Flexible PTO
• Medical, dental and vision insurance
• Meals and snacks in the office
• Relocation and immigration support

Before you apply

• Zania is an equal opportunity employer and does not discriminate on protected bases

About the company

Zania builds agentic AI for Governance, Risk and Compliance, automating complex risk and compliance workflows. It is funded by a Tier 1 venture capital fund, with a Series A led by NEA and $18M raised, and reports 10x ARR growth in the last year.