Zania
Governance, Risk, and Compliance (GRC)
FoundingGTM
“Founding GTM at Zania. Skills: Pipeline building, Lead generation, Sales cycle ownership, Prospect qualification. Hunt enterprise prospects through cold calling, cold email, LinkedIn, and events — inbound and outbound alike. Run discovery conversations to qualify budget, timeline, and fit before passing warm opportunities to the broader team”
What You'll Achieve.
Build pipeline from scratch; Book a meeting with a CISO; Own the first two stages of our sales cycle: hunting leads and qualifying them; Build and maintain a healthy pipeline
Industry & Context.
Based in (or willing to relocate to) Palo Alto for full-time in-person work
What They're Looking For.
Must Have
1–3 years in a sales, SDR, or BDR role with a proven track record of building pipeline from nothing, Can hunt a lead inbound or outbound and run a tight discovery conversation — qualifying budget, timeline, and fit before anything else, Communicates with clarity and earns trust quickly, whether on a cold call or in a meeting with a CISO, Thrives without a script in a fast-moving, early-stage environment where you help write the playbook, Is based in (or willing to relocate to) Palo Alto for full-time in-person work, Bachelor's degree or equivalent experience, 1–3 years of sales, business development, or customer-facing experience (Hunter profile), Exceptional written and verbal communication skills — you will be interfacing with C-level and senior enterprise buyers and must be able to articulate complex ideas clearly and credibly
Nice to Have
5–8 years in governance, risk, or compliance who is ready to go customer-facing, Previous startup or early-stage experience, Experience with AI-powered sales tools (Apollo, Clay, Outreach, etc. ), 5–8 years of experience in governance, risk, or compliance (Insider profile)
What You'll Do.
Hunt enterprise prospects through cold calling
and events — inbound and outbound alike
Run discovery conversations to qualify budget
and fit before passing warm opportunities to the broader team
Build and maintain a healthy pipeline
always keeping the founders looped in on what you're seeing in the market
Help define our Ideal Customer Profile
and document what works into a repeatable playbook
Learn the product deeply enough to eventually co-lead demos alongside our technical team
Serve as a feedback loop between prospects and our Product team — you will hear objections no one else does
How You'll Work.
Team & Collaboration
Work directly alongside the founders to build pipeline from scratch; Pass warm opportunities to the broader team; Keep founders looped in on market insights; Co-lead demos alongside our technical team; Serve as a feedback loop between prospects and our Product team
Communication Scope
Exceptional written and verbal communication skills; Articulate complex ideas clearly and credibly; Communicate with clarity; Earn trust quickly
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