{"id":481915,"url":"https://alion.io/job/zania-founding-account-executive","title":"Founding Account Executive","company":{"id":8463,"name":"Zania","domain":"zania.com","url":"https://alion.io/company/zania","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"C","score":66,"open_postings":16,"ghost_share":0.563,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":null,"computed_at":"2026-11-12T10:38:37Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"on_site","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Palo Alto, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":128000,"max_usd":275000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":4349},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false}],"status":"live","first_seen_at":"2026-02-26T03:30:08Z","employer_posted_date":"2026-02-26","last_verified_at":"2026-11-12T07:01:04Z","board_verified":true,"closed_at":null,"days_open":259,"trust":{"level":"ghost","repost_count":0,"flags":["stale","company_stale"],"days_open":259},"description":"Founding Account Executive\nWhy Zania Every enterprise spends millions of dollars on Governance, Risk, and Compliance (GRC). It's one of the most critical, yet universally painful, parts of running a business. For decades, this industry has been dominated by legacy systems with notoriously low NPS scores, making it totally ripe for disruption.\nZania is building agentic AI for Governance, Risk, and Compliance (GRC) to solve this massive problem. We are on a rocketship trajectory, creating intelligent agents that automate and augment the most complex risk and compliance workflows. We have found exceptional product-market fit and are scaling our team very quickly. Some reasons to join Zania are:\nDream Customers: Our customers are the most notable enterprises in the world, including FAANG, Big 4 firms and a portfolio of top customers.\n\nTier 1 Backing: Funded by a leading Tier 1 venture capital fund, giving us the resources to build a generational company.\n\nWorld-Class Team: Zania is hiring the best. Our team includes AI and Security leaders from Airbnb, Microsoft, Bain & Company, Deloitte, PwC, Brex, and Instacart.\n\nPioneering Technology: Our engineers and GRC experts work at the absolute forefront of applied AI, building the next generation of agentic systems that will define the future of compliance.\n\nHyper-Growth: We have seen 10x ARR growth in the last year and are rapidly expanding.\n\nCompetitive Compensation & Equity.\n\nRole Overview As our Founding Account Executive, you will be the driving force behind our early revenue engine. You will work directly with the founders to transition from founder-led sales to a scalable Go-To-Market motion. This is a true 0-to-1 role: you won't be handed a neatly packaged pipeline. You will be responsible for full-cycle sales-from hunting and generating your own leads to navigating complex enterprise procurement processes and closing six-figure deals. If you are a builder who thrives on the thrill of the hunt and wants to shape the sales playbook of an AI rocketship, this is for you.\nWhat You'll Do\nDrive Full-Cycle Sales: Own the entire sales process from outbound prospecting and lead generation to discovery, demo, negotiation, and closing.\n\nGenerate Your Own Pipeline: Act as your own SDR by researching target accounts, executing outbound campaigns, and building a robust pipeline of enterprise prospects.\n\nDefine the Playbook: Partner with the founders to refine our ICP (Ideal Customer Profile), test different messaging, and build the foundational sales playbook for future hires.\n\nNavigate Complex Deals: Manage multi-stakeholder enterprise deals involving GRC leaders, CISOs, and IT procurement teams.\n\nVoice of the Customer: Act as a critical feedback loop to our Product and Engineering teams, translating customer pain points into actionable product insights.\n\nWhat You Have\nExperience: 5+ years of B2B SaaS sales experience, with a proven track record of closing complex, six-figure enterprise deals.\n\nHunter Mentality: Demonstrated success in generating your own leads and building pipeline from scratch without relying heavily on inbound marketing.\n\nDomain Knowledge: Previous experience selling into Security, Compliance, Risk, or AI domains is a massive plus.\n\nStartup DNA: Comfortable operating in a highly ambiguous, fast-paced Series A environment where you must build the parachute on the way down.\n\nLocation: Based in (or willing to relocate to) Palo Alto, working in-person with the team five days a week.\n\nMinimum Qualifications\nBachelor's degree or equivalent experience\n\n5+ years of B2B SaaS sales experience, with a demonstrated track record of closing six-figure enterprise deals end-to-end\n\nProven ability to independently generate pipeline through outbound prospecting - not solely reliant on inbound leads\n\nExceptional written and verbal communication skills - you will navigate multi-stakeholder enterprise deals with GRC leaders, CISOs, and IT procurement teams and must articulate complex AI concepts with credibility\n\nCompensation And Benefits\nFlexible PTO policy.\n\nMedical, dental, and vision insurance\n\nMeals and snacks in the office\n\nRelocation and immigration support\n\nZania is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.","description_format":"text","description_chars":4475,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Vision insurance"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":true,"industries":["Security Compliance","AI Agents"],"lifecycle":[{"event":"open","at":"2026-09-06T17:10:10Z"}],"visa":[{"country":"US","licensed_sponsor":true,"adverts_offering_sponsorship_24m":0,"sanctioned_now":false,"evidence":"H-1B filings in 12 months: 2","filings_12m":2,"filings_prev_12m":0,"green_card_filings_12m":0,"median_offered_wage_usd":157500,"route":null,"cap_exempt":false,"checked_at":"2026-11-12T07:36:15+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)"],"filings_for_role_12m":0}],"liveness":{"score":4,"band":"cold","label":"Long shot","p_open":1,"p_active":0.159,"p_room":0.28,"age_days":259,"expected_fill_days":30,"reasons":["conf:3","stale_co","ghost","win:tail","crowd:"],"computed_at":"2026-11-12T10:38:37Z"},"pay":null,"html_url":"https://alion.io/job/zania-founding-account-executive","json_url":"https://alion.io/job/zania-founding-account-executive.json","meta":{"generated_at":"2026-11-12T11:30:19Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":23640,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-13T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":8463},"rest":"https://alion.io/mcp/rest/get_company?id=8463"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fzania-founding-account-executive"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":2,"usd":0.2},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fzania-founding-account-executive"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fzania-founding-account-executive"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/zania-founding-account-executive\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fzania-founding-account-executive"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":481915}},{"tool":"search_jobs","arguments":{"company":"zania.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":481915},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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