{"id":3487420,"url":"https://alion.io/job/zenity-account-executive-3","title":"Account Executive","company":{"id":63227,"name":"Zenity","domain":"zenity.io","url":"https://alion.io/company/zenity","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Comeet","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Los Angeles, United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":800000,"max":null,"currency":"USD","period":"year","gross":null,"usd_annual":800000},"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false}],"status":"live","first_seen_at":"2026-10-29T19:02:34Z","employer_posted_date":"2026-10-29","last_verified_at":"2026-10-31T15:48:42Z","board_verified":true,"closed_at":null,"days_open":1,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":1},"description":"Description\nAbout the Role\nAI agents are already inside the enterprise, acting with real permissions and real access. Most security stacks weren't built to see them, let alone govern them. That's the problem Zenity was built to solve, and CISOs are looking for answers now.\nWe're building out a new sales motion in the SoCal region, focused on the upper mid-market to low enterprise accounts (750M to 5B company revenue), where the need is real and deals move on a 3 to 6 month cycle. You will join a team focused on this fast growing segment aimed at winning new customer logos. This role requires a hunter mentality with emphasis on prospecting and pipeline generation strategies, collaboration with the partner ecosystem, and orchestrating resources to drive success.\n**Candidate must be based in Southern California**\nAbout Zenity\nZenity is the leader in AI Agent Security and the first company to bring an agent-centric security platform to market. As enterprises accelerate AI agent adoption, we are establishing the security framework for how AI agents are secured and governed at enterprise scale. We deliver full-lifecycle visibility, governance, detection, prevention, and response for AI agents from build time to runtime, across SaaS, home-grown platforms, and end-user devices.\nBacked by $180M+ in total funding, including a $125M Series C led by Norwest, with participation from SoftBank Vision Fund 2 and Microsoft's M12, Zenity is trusted by Fortune 500 and Global 2000 enterprises worldwide. Gartner named us the 'Company to Beat' in AI Agent Governance.\nJoin us in shaping how AI agents are secured at enterprise scale.\nWhat You’ll Do\nHunt. Build your pipeline through relentless, creative prospecting. \nOwn deals from first conversation through discovery, qualification to close, qualifying hard and getting the economic buyer, champion, and security stakeholders aligned with the Zenity platform differentiation.\nPartner. Work with our partner ecosystem to open doors and accelerate deals.\nCollaborate with partners (VAR, GSI, Alliance, Hyper-scaler) to gain access to prospects, generate pipeline and progress opportunities. Core motion of the Zenity GTM plan is partner led, partner first. \nOrchestrate. Leverage the Zenity resources people and pull in at the right moments to win.\nIn coordination with the SE, manage and own the business and technical discovery, run effective POVs from kickoff to tech win to closed won utilizing cross-functional resources as needed. \nBuild. Land new customer logos in the defined segment. ($750M to $5B company revenue)\nHelp build the playbook. You'll be part of the first team going after companies this size, and your feedback on objections, ICP fit, and what's working will change the playbook.\nTravel within the territory as needed to build relationships and move deals forward.\nRequirements\nWhat You’ve Done:\nYou've closed full-cycle B2B software deals in mid-market or enterprise accounts and carried a quota in the $800K to $1M range. You can walk us through a deal you won and what you did at each stage.\nYou have sold a software platform, landing 8 to 10 new logos/year, with average closed deals between $75K and $100k, on sales cycles of 3 to 6 months. \nYou've sold cybersecurity software, and you have exposure to AI, whether you sold it, secured it, or worked closely with teams adopting it. You're comfortable talking to CISOs and security teams.\nWith 5+ years of selling experience, you started as a BDR or SDR and earned your way into closing, so you know how to prospect, qualify, and create pipeline yourself. You can articulate a plan and program that drives your success. \nYou've built and closed pipeline with partners and you understand how to work them without losing control of the deal.\nYou qualify with discipline, using a structured methodology like MEDDPICC or similar.\nWhat makes you stand out:\nYou've been part of an early team at a high-growth or venture-backed company and helped build a sales motion and playbook .\nYou've run technical evaluations or POVs alongside sales engineers.\nYou're ready to drive fast growth in a hot market segment, and want to own the outcome.\nWhat We Look For At Zenity\nYou build, not just maintain: systems, processes, and relationships.\nYou're comfortable where the playbook is still being written.\nYou communicate clearly with both business and technical stakeholders.\nYou own outcomes, not just activity.\nWhat Success Looks Like\nYou're consistently building and progressing pipeline in your territory within the first 90 days.\nYou close your first deals in this segment within three months, which helps us validate cycle length and deal size assumptions.\nYou bring real feedback back to the team on messaging, objections, and ICP fit, and we act on it.\nWhy This Role\nYou're getting in early on a brand-new sales motion and segment at Zenity, shaping the playbook. You'll have autonomy and direct influence over how this part of the business gets built. If you want to define a segment rather than execute someone else's process, this is that seat.\nInterview Process\nOur interview process is designed to be transparent, conversational, and focused on real-world experience.\nRecruiter Screen (30 minutes): Learn more about Zenity, the role, and how we work.\nHiring Manager Interview (45-60 minutes): A deeper discussion about your experience and approach.\nSales Engineer Interview (30 minutes)\nPeople Team Interview (45 minutes): A conversation focused on collaboration, work style, and alignment.\nTeam Interview (30-45 minutes): Meet potential teammates and explore team dynamics.\nZenity is proud to be an equal opportunity employer. We enable enterprises to adopt AI agents securely and at scale, and that starts with building a team that reflects a wide range of perspectives and experiences. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, age, veteran status, or any other protected characteristic.\nWe’re committed to creating an inclusive environment where talented people can do their best work, securely, confidently, and with impact.\nCompensation\nThe expected total on-target earnings (OTE) is $225K-$270K. depending on experience, skills, and location. This role may also be eligible for equity.","description_format":"text","description_chars":6358,"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"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Application Security","AI Governance & Compliance"],"lifecycle":[{"event":"open","at":"2026-10-29T22:09:49Z"}],"visa":[],"liveness":{"score":99,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.993,"p_room":1,"age_days":1,"expected_fill_days":21,"reasons":["conf:1","wave","velocity","win:early"],"computed_at":"2026-10-31T05:58:55Z"},"pay":{"stated_usd_annual":800000,"is_top_pay":true},"html_url":"https://alion.io/job/zenity-account-executive-3","json_url":"https://alion.io/job/zenity-account-executive-3.json","meta":{"generated_at":"2026-10-31T16:28:52Z","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":25744,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-01T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"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":63227},"rest":"https://alion.io/mcp/rest/get_company?id=63227"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fzenity-account-executive-3"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"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%2Fzenity-account-executive-3"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"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%2Fzenity-account-executive-3"},{"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/zenity-account-executive-3\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fzenity-account-executive-3"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3487420}},{"tool":"search_jobs","arguments":{"company":"zenity.io","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3487420},"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. Docs: https://alion.io/developers"}}