DescriptionAbout the Role AI 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.
We'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.
**Candidate must be based in Southern California**What You'll Do- Hunt. Build your pipeline through relentless, creative prospecting.
- Own 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.
- Partner. Work with our partner ecosystem to open doors and accelerate deals.
- Collaborate 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.
- Orchestrate. Leverage the Zenity resources people and pull in at the right moments to win.
- In 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.
- Build. Land new customer logos in the defined segment. ($750M to $5B company revenue)
- Help 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.
- Travel within the territory as needed to build relationships and move deals forward.
RequirementsWhat You've Done:- You'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.
- You 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.
- You'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.
- With 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.
- You've built and closed pipeline with partners and you understand how to work them without losing control of the deal.
- You qualify with discipline, using a structured methodology like MEDDPICC or similar.
What makes you stand out:- You've been part of an early team at a high-growth or venture-backed company and helped build a sales motion and playbook .
- You've run technical evaluations or POVs alongside sales engineers.
- You're ready to drive fast growth in a hot market segment, and want to own the outcome.
What We Look For At Zenity- You build, not just maintain: systems, processes, and relationships.
- You're comfortable where the playbook is still being written.
- You communicate clearly with both business and technical stakeholders.
- You own outcomes, not just activity.
What Success Looks Like- You're consistently building and progressing pipeline in your territory within the first 90 days.
- You close your first deals in this segment within three months, which helps us validate cycle length and deal size assumptions.
- You bring real feedback back to the team on messaging, objections, and ICP fit, and we act on it.
Why This RoleYou'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.
Interview ProcessOur interview process is designed to be transparent, conversational, and focused on real-world experience.- Recruiter Screen (30 minutes): Learn more about Zenity, the role, and how we work.
- Hiring Manager Interview (45-60 minutes): A deeper discussion about your experience and approach.
- Sales Engineer Interview (30 minutes)
- People Team Interview (45 minutes): A conversation focused on collaboration, work style, and alignment.
- Team Interview (30-45 minutes): Meet potential teammates and explore team dynamics.
CompensationThe expected total on-target earnings (OTE) is $225K-$270K. depending on experience, skills, and location. This role may also be eligible for equity.
