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Zania is building agentic AI for Governance, Risk, and Compliance (GRC)—a massive market dominated by legacy systems with poor user satisfaction. The company has achieved exceptional product-market fit, serves Fortune 500 and FAANG customers, and has grown 10x ARR in the past year with backing from a Tier 1 VC fund.
As Founding Enterprise SDR, you will build Zania's outbound engine from scratch, targeting the most heavily guarded executives in the world: Fortune 500 CISOs, Chief Risk Officers, and Compliance Leads. This is not a role with a pre-built playbook—you will write the playbook yourself.
Key responsibilities include:
- Building the outbound engine: Define messaging, channels, and cadences that actually convert C-suite security and risk executives.
- AI-powered prospecting: Leverage cutting-edge AI tools (custom GPTs, Clay, Perplexity, agentic workflows) to research accounts, analyze intent data, and generate hyper-personalized outreach at scale.
- Breaking into Tier-1 accounts: Map complex enterprise org charts, identify multi-threaded decision-makers, and execute sophisticated campaigns into Fortune 500 companies.
- Guerrilla tactics and resourcefulness: Use creative, ethical, and legal methods to reach executives—from personalized video to community research—whatever it takes to secure meetings.
- Partnering with founders: Work directly with the founding team and Account Executives to refine the ideal customer profile (ICP) and core pitch based on real market feedback.
You will be an "AI-native" SDR, using AI to multiply your output and focus on high-value human connection. The role demands a builder's mentality, fearlessness in the face of rejection, and the ability to thrive in ambiguity without constant direction.
Minimum qualifications: Bachelor's degree or equivalent; 1–3 years of outbound SDR, sales, or strategic prospecting experience (ideally at early-stage B2B SaaS or cybersecurity startups); demonstrated proficiency with modern AI tools (ChatGPT, Claude, Clay, Perplexity); exceptional written and verbal communication skills; track record of meeting or exceeding outbound targets.
Compensation: Competitive base salary plus uncapped commission, founding-team equity, flexible PTO, and full medical/dental/vision coverage. Based in Palo Alto, in-person five days per week.
