Growth & Demand Generation

Job description

GROWTH & DEMAND GENERATION WHY ZANIA Every enterprise spends millions of dollars on Governance, Risk, and Compliance (GRC). It's one of the most critical, yet universally painful, parts of running a business. For decades, this industry has been dominated by legacy systems with notoriously low NPS scores, making it totally ripe for disruption. Zania is building agentic AI for Governance, Risk, and Compliance (GRC) to solve this massive problem. We are on a rocketship trajectory, creating intelligent agents that automate and augment the most complex risk and compliance workflows. We have found exceptional product-market fit and are scaling our team very quickly. Some reasons to join Zania are: - Dream Customers: Our customers are the most notable enterprises in the world, including FAANG, Big 4 firms, and a portfolio of top customers. - Tier 1 Backing: Funded by a leading Tier 1 venture capital fund, giving us the resources to build a generational company. - World-Class Team: Zania is hiring the best. Our team includes AI and Security leaders from Airbnb, Microsoft, Bain & Company, Deloitte, PwC, Brex, and Instacart. - Pioneering Technology: Our engineers and GRC experts work at the absolute forefront of applied AI, building the next generation of agentic systems that will define the future of compliance. - Hyper-Growth: We have seen 10x ARR growth in the last year and are rapidly expanding. - Competitive Compensation & Equity. ROLE OVERVIEW This isn’t a traditional B2B demand gen role. We are not looking for someone to run the standard, tired SaaS playbook—no gated generic whitepapers, no spammy email blasts, and no boring webinars. Zania is growing fast, and we need a Growth & Demand Gen Lead who can build a high-velocity pipeline engine from the ground up. You will own the strategy and execution of how we acquire, nurture, and convert enterprise buyers (CISOs, Compliance Leads, Risk Officers). You will treat pipeline as your ultimate metric, using a mix of Account-Based Marketing (ABM), highly targeted campaigns, growth hacks, and creative out-of-the-box thinking to get Zania in front of the hardest-to-reach executives in the world. WHAT YOU’LL DO - Own the Pipeline Engine: Design, build, and execute multi-channel demand generation campaigns (inbound and outbound) that drive qualified pipeline and revenue. - Targeted Enterprise ABM: CISOs don't fill out generic lead forms. You will build highly personalized, creative Account-Based Marketing campaigns to break into Fortune 500 accounts. - Rapid Experimentation: Test channels ruthlessly. From high-signal LinkedIn ads and bespoke events/dinners to direct mail and partner marketing—you will find what works, scale it, and kill what doesn't. - Bridge Sales and Marketing: Partner directly with the founders and the founding sales team. You won't just throw leads over the fence; you will optimize the entire funnel from first touch to closed-won. - Move Fast: Low budget, high output. You’ll concept, create, and launch campaigns with short turnarounds. No waiting for agencies or long approval chains. WHAT WE CARE ABOUT - Revenue > Vanity Metrics: You care about Pipeline and ARR, not just clicks, impressions, or MQLs that never convert. - Scrappy Execution: You can operate independently. You don't need a massive team or a $1M budget to make a dent. You are a full-stack marketer who can write the copy, build the list, and launch the campaign. - Enterprise Empathy: You understand how senior enterprise leaders buy. You know what cuts through the noise for a security or risk executive. - Analytical Rigor + Creative Taste: You know your way around CAC, conversion rates, and funnel math, but you also know the difference between a campaign that earns attention and one that is just noise. MINIMUM QUALIFICATIONS - Bachelor's degree in Marketing, Business, or a related field, or equivalent practical experience. - 3+ years of experience in B2B growth marketing, demand generation, or ABM, ideally at a high-growth SaaS or cybersecurity startup. - Proven track record of independently generating enterprise pipeline and directly impacting ARR. - Deep familiarity with modern marketing stacks (e.g., HubSpot, Salesforce, Apollo, Clearbit, LinkedIn Campaign Manager). - Exceptional written communication skills—you can craft compelling, credible messaging for senior enterprise buyers. HOW TO APPLY Skip the standard cover letter. Send us a one-page brief on a highly targeted campaign you would run to get Zania meetings with 5 Fortune 500 CISOs in the next 30 days. Tell us the channel, the hook, the budget (keep it lean), and the follow-up strategy. Make it creative, bold, and impossible to ignore. The bar is simple: Would a busy CISO actually respond to this? LOCATION Based in (or willing to relocate to) Palo Alto, working in-person with the team five days a week. COMPENSATION AND BENEFITS - Flexible PTO policy - Medical, dental, and vision insurance - Meals and snacks in the office - Relocation support Zania is an equal opportunity employer and does not discriminate on the basis of race, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition, or any other basis protected by law.