Director of Sales, GRC

Zania•Palo Alto, CA

1d•$130,000 - $170,000

About The Position

Zania is building agentic AI for Governance, Risk, and Compliance (GRC), automating and augmenting complex risk and compliance workflows. The Director of Sales, GRC will own new-logo revenue for the platform, selling to CISOs, CROs, Chief Audit Executives, and compliance leaders at large enterprises. This player-coach role combines carrying a quota and closing strategic deals with hiring and developing account executives, while building a repeatable enterprise sales motion. The role works closely with the founders, the VP of GRC, and the partnerships team.

Requirements

Bachelor's degree or equivalent practical experience.
At least 8 years of B2B SaaS sales experience, including at least 5 years in enterprise closing roles.
Consistent record of meeting or exceeding quota selling complex B2B software to large enterprises.
Experience selling GRC, cybersecurity, risk, audit, or compliance software or services.
Experience selling to CISOs, risk, compliance, or audit buyers, with credible knowledge of frameworks, audits, and vendor risk.
At least 2 years of experience leading or mentoring sales team members, formally or as a player-coach.
Proven ability to run six- and seven-figure deal cycles involving security reviews and procurement.
Strong structured written and verbal communication skills.
Ability and willingness to close deals directly and hire, coach, and develop high-performing sellers.
Builder mentality and enthusiasm for creating process and pipeline at an early stage.
Curiosity about AI agents and ability to explain their value to skeptical, risk-averse buyers.

Nice To Haves

Experience at a GRC, security, or compliance platform company, such as an early-stage or high-growth company.
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.

Responsibilities

Run complex, multi-stakeholder enterprise sales cycles end to end, from discovery and proof of value through security review, procurement, and signature.
Develop 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 account executives and SDRs as the sales organization scales.
Define the ideal customer profile, qualification framework, sales process, pricing and packaging motions, and deal desk practices.
Work with GRC, product, and AI engineering teams to bring field insight into the product roadmap, and partner with partnerships to co-sell alongside Big 4 and advisory firms.
Own pipeline hygiene, forecasting, and reporting on bookings, win rates, sales cycle length, and ACV.
Close strategic deals personally while building the pipeline engine, sales playbook, and team.
Build a repeatable land-and-expand motion, including expansion from Autonomous TPRM to audit readiness and continuous compliance.
Hire and ramp enterprise account executives and establish the sales playbook they will use.