Job description

Description About the Role & Hiring Manager I joined Zenity for the rare chance to define a new security category and to build the revenue engine behind it. The complexity of the problem, the strength of the team, and the pace of growth made it an easy decision. As a leader, I value ownership, direct feedback, and accountability. Our team operates with urgency and high standards, and I expect real ownership of outcomes, proactive communication across teams, and a bias toward measurable impact. I’d rather you flag a risk early and challenge an assumption thoughtfully than wait for perfect information. This role plays a critical part in our next phase of growth. You’ll own forecasting, pipeline integrity, and the operating rhythm that turns our pipeline into predictable revenue, directly influencing how large enterprises secure and govern AI agents. **This is a hybrid role in our NYC office** What You’ll Do • Own revenue strategy and planning: Partner with the Head of Sales and Finance on annual and quarterly planning, including quota setting, territory design, capacity modeling, and compensation plans. • Drive forecasting and pipeline integrity: Build a rigorous forecast cadence (weekly, monthly, quarterly), establish pipeline coverage and conversion benchmarks, and flag risks and opportunities early using AI deal scoring. • Run the sales operating rhythm: Lead pipeline reviews, QBRs, deal inspections, and board-level reporting, and make sure leadership has a single source of truth. • Optimize the sales process: Define and continuously improve stage definitions, deal qualification (e.g., BANT, MEDDPICC), lead routing, handoffs between BDR, AE, SE, and CS, and the quote-to-cash workflow, using AI to capture qualification data from calls, automate routing and handoff summaries, and surface process bottlenecks. • Enable the field: Partner with Sales Enablement on onboarding, playbooks, automation, and tooling so new hires ramp quickly and reps spend more time selling. • Ownership of cross-functional data and analytics cadence: Proven track record owning the data and analytics that drive weekly, monthly, and quarterly business reviews across Sales, Marketing, Customer Success, and Finance, including defining shared metrics, maintaining a single source of truth, and turning data into clear, actionable insights for executive leadership. • Deliver insights and analytics: Build dashboards and analyses on win rates, sales cycle, ASP, rep productivity, and channel performance, then translate them into recommendations. • Enable partner and channel motions: Support cloud marketplace processes, MSSP/reseller programs, and partner deal registration as the business scales. • Lead cross-functional initiatives: Align Marketing, Sales, and CS on shared funnel definitions, attribution, and handoffs, and drive change management across the org. Requirements • 10+ years in Sales Operations, Revenue Operations, or GTM strategy, with 5+ years in leadership, ideally at a high-growth B2B SaaS or cybersecurity company. • Proven experience supporting enterprise sales motions with long, multi-stakeholder cycles and complex deals. • Track record of scaling sales operations through Series B–D growth or similar stages, including building processes where little existed. • Deep expertise in CRM administration and architecture (HubSpot and Salesforce strongly preferred) and the broader sales tech stack. • Strong forecasting, financial modeling, and analytical skills; fluency in SQL and BI tools (Tableau, Looker, etc.) is a plus. • Experience designing territories, quotas, and commission plans in partnership with Finance. • Familiarity with sales methodologies such as MEDDPICC, Challenger, or Command of the Message. • Excellent communication and executive presence, with the ability to influence cross functional leadership and sales leaders. • Strong project management and change management skills, with a bias toward action in a fast-moving environment. • Comfort operating in a hybrid, global, cross-time-zone organization. • Bachelor’s degree in business, finance, analytics, or a related field preferred About Zenity Zenity 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. Backed 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. Join us in shaping how AI agents are secured at enterprise scale. Interview Process Our 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. • 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. Zenity 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. We’re committed to creating an inclusive environment where talented people can do their best work, securely, confidently, and with impact. Compensation The expected base salary range for this role is $180,000-210,000 depending on experience, skills, and location.

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Must-haves

About the Role & Hiring Manager
I joined Zenity for the rare chance to define a new security category and to build the revenue engine behind it. The complexity of the problem, the strength of the team, and the pace of growth made it an easy decision.
This is a hybrid role in our NYC office**
What You’ll Do
Own revenue strategy and planning: Partner with the Head of Sales and Finance on annual and quarterly planning, including quota setting, territory design, capacity modeling, and compensation plans.
Run the sales operating rhythm: Lead pipeline reviews, QBRs, deal inspections, and board-level reporting, and make sure leadership has a single source of truth.
Enable the field: Partner with Sales Enablement on onboarding, playbooks, automation, and tooling so new hires ramp quickly and reps spend more time selling.
Deliver insights and analytics: Build dashboards and analyses on win rates, sales cycle, ASP, rep productivity, and channel performance, then translate them into recommendations.
Enable partner and channel motions: Support cloud marketplace processes, MSSP/reseller programs, and partner deal registration as the business scales.
Lead cross-functional initiatives: Align Marketing, Sales, and CS on shared funnel definitions, attribution, and handoffs, and drive change management across the org.
10+ years in Sales Operations, Revenue Operations, or GTM strategy, with 5+ years in leadership, ideally at a high-growth B2B SaaS or cybersecurity company.
Proven experience supporting enterprise sales motions with long, multi-stakeholder cycles and complex deals.
Track record of scaling sales operations through Series B–D growth or similar stages, including building processes where little existed.
Experience designing territories, quotas, and commission plans in partnership with Finance.
Familiarity with sales methodologies such as MEDDPICC, Challenger, or Command of the Message.
Excellent communication and executive presence, with the ability to influence cross functional leadership and sales leaders.
Strong project management and change management skills, with a bias toward action in a fast-moving environment.
Comfort operating in a hybrid, global, cross-time-zone organization.

Nice-to-haves

Deep expertise in CRM administration and architecture (HubSpot and Salesforce strongly preferred) and the broader sales tech stack.
Strong forecasting, financial modeling, and analytical skills; fluency in SQL and BI tools (Tableau, Looker, etc.) is a plus.
Bachelor’s degree in business, finance, analytics, or a related field preferred

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Keywords to mirror

aisql

Platform: comeet
Effort: medium

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