VP of Security/GRC Partnerships

The role

You will build the partner channel to put Zania's GRC agents in front of enterprises. You will define strategy, recruit and launch partners, and drive partner-sourced pipeline.

What you will do

• Define partner strategy and focus on partner types that move revenue
• Source, negotiate, and sign partnerships
• Run enablement, joint go-to-market plans, and first co-sold deals
• Own partner-sourced and influenced pipeline targets
• Work with product and engineering on integrations with GRC, ticketing, and security tools
• Launch and grow listings and co-sell programs with cloud marketplaces
• Set up partner agreements, tiers, incentives, deal registration, and reporting

Required qualifications

• Bachelor's degree in Business, Information Security, or a related field, or equivalent practical experience
• 5+ years of experience in partnerships, channel, alliances, or business development at a B2B SaaS company
• 3+ years of direct experience in GRC or cybersecurity
• Experience working with cybersecurity or GRC partners such as advisory firms, auditors, resellers, MSSPs, or technology alliances
• Proven track record of generating partner-sourced pipeline and closed revenue
• Strong structured written and verbal communication skills
• GRC or security background
• Ecosystem knowledge of security, risk, and compliance ecosystem
• Deal-making skills
• Revenue focus
• Builder mentality
• Relationship management

Nice to have

• Experience at a Big 4 or advisory firm, or managing alliances with one
• Experience launching on AWS or Azure Marketplace and running co-sell motions
• Familiarity with GRC frameworks (SOC 2, ISO 27001, NIST) and platforms (ServiceNow IRM, OneTrust, Archer, AuditBoard)
• Experience as an early partnerships hire at a startup

Benefits

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

About the company

Zania is building agentic AI for Governance, Risk, and Compliance (GRC). The company is funded by a leading Tier 1 venture capital fund including NEA, Anthropic and Menlo Ventures.