# Founding Account Executive

**Company:** [Zania](https://hotfix.jobs/companies/zania)
**Location:** Palo Alto, CA
**Role:** Account Executive
**Experience:** 5+ years
**Skills:** B2B SaaS Sales, Outbound Prospecting, Pipeline Generation, Enterprise Sales, Sales Playbook Development, GRC, Security Sales, Compliance Sales, Risk Management Sales, AI Sales
**Posted:** 2026-02-26

> Founding Account Executive drives full-cycle sales for AI-powered GRC platform, generating own enterprise pipeline, closing six-figure deals, and building sales playbook in early-stage startup. Requires 5+ years B2B SaaS experience with hunter mentality.

## Job Description

## What you'll do

- **Drive Full-Cycle Sales**: Own the entire sales process from outbound prospecting and lead generation to discovery, demo, negotiation, and closing.
- **Generate Your Own Pipeline**: Act as your own SDR by researching target accounts, executing outbound campaigns, and building a robust pipeline of enterprise prospects.
- **Define 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.
- **Navigate Complex Deals**: Manage multi-stakeholder enterprise deals involving GRC leaders, CISOs, and IT procurement teams.
- **Voice of the Customer**: Act as a critical feedback loop to our Product and Engineering teams, translating customer pain points into actionable product insights.

## What You Have

- **Experience**: 5+ years of B2B SaaS sales experience, with a proven track record of closing complex, six-figure enterprise deals.
- **Hunter Mentality**: Demonstrated success in generating your own leads and building pipeline from scratch without relying heavily on inbound marketing.
- **Domain Knowledge**: Previous experience selling into Security, Compliance, Risk, or AI domains is a massive plus.
- **Startup DNA**: Comfortable operating in a highly ambiguous, fast-paced Series A environment where you must build the parachute on the way down.

## Compensation and benefits

- Flexible PTO policy.
- Medical, dental, and vision insurance.
- Meals and snacks in the office.
- Relocation and immigration support.

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**Apply:** https://hotfix.jobs/jobs/99a1329e-3019-47ef-a6a8-9f9f0702175d
**Canonical:** https://hotfix.jobs/jobs/99a1329e-3019-47ef-a6a8-9f9f0702175d