Director of Marketing

Zania•San Francisco, CA

30d•$190,000 - $250,000•Hybrid

About The Position

Zania is seeking a Director of Marketing to lead how the world's most demanding security and risk leaders discover, understand, and choose Zania. This is a hands-on, player-coach role where you will set the strategy and personally build the marketing engine, covering category narrative, positioning, pipeline generation, and product launches. The GRC industry is dominated by legacy systems, and your primary objective will be to establish agentic AI as the new standard for GRC work, with Zania at the forefront. You will collaborate closely with the founders and sales team, manage the Growth & Demand Gen and design talent, and be directly accountable for pipeline and revenue generation.

Requirements

Enterprise B2B depth: Experience leading marketing at a company selling to security, risk, or IT executives, with a strong understanding of complex, multi-stakeholder enterprise sales cycles.
Narrative and taste: Ability to independently craft positioning documents, website copy, and executive-level communications, with a keen sense for impactful messaging.
Revenue orientation: Focus on pipeline and Annual Recurring Revenue (ARR) as key marketing metrics, with proficiency in funnel analysis, attribution, and CAC calculations.
Player-coach leadership: Experience hiring and managing a small marketing team while also contributing directly to execution.
Startup speed: Ability to thrive in a fast-paced startup environment with lean budgets, rapid iteration, and direct access to founders.
Bachelor's degree in Marketing, Business, Communications, or a related field, or equivalent practical experience.
8+ years of B2B marketing experience, including 3+ years leading a marketing function or team at a high-growth SaaS company.
Experience marketing to enterprise security, risk, compliance, or IT buyers (cybersecurity, GRC, or adjacent enterprise infrastructure).
Proven track record of building marketing programs that generated measurable enterprise pipeline and revenue.
Exceptional written and verbal communication skills, with the ability to present to executive audiences.

Nice To Haves

Experience at a cybersecurity or GRC company from early stage through Series B/C.
Experience positioning an AI-native product against established incumbents.
Existing relationships with security analysts, media, or CISO communities.
Familiarity with HubSpot, Salesforce, LinkedIn Campaign Manager, and ABM platforms.

Responsibilities

Own the category narrative: Define Zania's positioning and messaging for agentic GRC across security questionnaires, third-party risk, audits, and compliance programs, and ensure it resonates with CISOs, Chief Risk Officers, and Heads of GRC.
Build the pipeline engine: Develop the marketing plan and targets, and own marketing-sourced and influenced pipeline for enterprise and Fortune 500 accounts, in close partnership with sales and the founders.
Product marketing and launches: Transform new agent capabilities into clear launches, customer stories, competitive positioning, and sales enablement materials to help Account Executives succeed against legacy GRC platforms.
Executive and community programs: Create high-impact programs for senior security and risk buyers, including CISO dinners, roundtables, analyst relations, and participation in key industry events like RSA, Black Hat, Gartner Security & Risk, and ISACA.
Build and lead the team: Recruit and develop a small, high-output team (growth, content, design) and manage external agency and freelance partners. Establish the operating cadence and key metrics.
Instrument the funnel: Manage the marketing technology stack and reporting to track performance, understand channel-specific Customer Acquisition Cost (CAC), and optimize marketing spend.