Account Executive

Zenity•Los Angeles, CA

13d

About The Position

Zenity is hiring an Account Executive to build a new sales motion in Southern California, targeting upper mid-market and low-enterprise companies with $750 million to $5 billion in revenue. The role focuses on winning new customer logos in a fast-growing segment, with typical sales cycles of three to six months. The candidate must be based in Southern California and travel within the territory as needed. The Account Executive will generate pipeline through creative prospecting, own deals from initial conversation through close, and align economic buyers, champions, and security stakeholders around Zenity’s platform. The role works closely with a partner-first ecosystem—including VARs, GSIs, alliances, and hyperscalers—to open doors, create pipeline, and progress opportunities. In coordination with Sales Engineers, the Account Executive will lead business and technical discovery and manage proof-of-value evaluations through technical win and close, drawing on cross-functional resources as appropriate. This is an early role in a newly defined segment. The Account Executive will provide feedback on objections, ideal customer profile fit, and sales effectiveness to help shape the playbook. Success includes building and progressing territory pipeline within the first 90 days, closing initial deals within three months, and sharing actionable feedback with the team. Zenity describes itself as a leader in AI Agent Security, offering a platform for visibility, governance, detection, prevention, and response for AI agents across SaaS, custom platforms, and end-user devices. The company reports more than $180 million in total funding and says it is trusted by Fortune 500 and Global 2000 enterprises.

Requirements

At least 5 years of selling experience.
Experience closing full-cycle B2B software deals in mid-market or enterprise accounts and carrying a quota in the $800,000 to $1 million range.
Experience selling a software platform, landing 8 to 10 new logos per year, with average closed deals of $75,000 to $100,000 and sales cycles of 3 to 6 months.
Experience selling cybersecurity software and exposure to AI through selling it, securing it, or working closely with teams adopting it.
Comfort communicating with CISOs and security teams.
Experience starting in a BDR or SDR role and progressing into a closing role, with the ability to prospect, qualify, and generate pipeline independently.
Ability to articulate a plan and program for driving success.
Experience building and closing pipeline with partners while maintaining control of the deal.
Disciplined qualification using MEDDPICC or a similar structured methodology.
Must be based in Southern California.

Nice To Haves

Experience on an early team at a high-growth or venture-backed company and helping build a sales motion and playbook.
Experience running technical evaluations or proofs of value alongside Sales Engineers.
Readiness to drive growth in a fast-growing market segment and own outcomes.
Ability to build systems, processes, and relationships, and work effectively while the playbook is still being developed.
Clear communication with business and technical stakeholders.

Responsibilities

Build territory pipeline through persistent, creative prospecting.
Own deals from first conversation through discovery, qualification, and close.
Qualify opportunities rigorously and align economic buyers, champions, and security stakeholders around Zenity’s platform differentiation.
Collaborate with VAR, GSI, alliance, and hyperscaler partners to access prospects, generate pipeline, and progress opportunities.
Coordinate with Sales Engineers to own business and technical discovery and run proof-of-value evaluations from kickoff through technical win and close.
Use cross-functional resources as needed to advance opportunities.
Win new customer logos in the defined segment of companies with $750 million to $5 billion in revenue.
Provide feedback on objections, ideal customer profile fit, messaging, and what is working to help build the sales playbook.
Travel within the territory as needed to build relationships and move deals forward.
Build and progress pipeline in the territory within the first 90 days and work toward closing initial segment deals within three months.