Description
About the Role
Zenity is hiring a Head of EMEA to build the region from the ground up. Reporting to the Head of Global Sales, you own it end to end: the strategy is yours to set, the team is yours to build, the number is yours to carry, and the biggest deals are yours to close. This is a rare seat in a category that barely existed two years ago.
We have already made early investment in EMEA across partnerships and customer success, and now we need the leader who turns that foundation into a region: someone who decides which countries we win first, builds the partner and pipeline engine that opens doors, and scales a handful of lighthouse logos into a repeatable revenue engine.
European regulation is pushing buyers toward you (EU AI Act, NIS2, DORA), the demand is there, and the region is yours to build. You will not just sell into a category, you will help shape how it gets bought across EMEA. If you have built EMEA once for a cybersecurity company and want to do it again, bigger and faster, this is the seat.
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 $55M+ in funding, including a $38M Series B with strategic investment from Microsoft’s M12, Zenity is trusted by Fortune 500 enterprises globally.
Join us in shaping how AI agents are secured at enterprise scale.
What You’ll Do
- Set the EMEA strategy and plan. Build the GTM plan: country prioritization, ICP focus, target account list, headcount model, partner strategy, and the path to number for the next four to eight quarters. Factor in AI adoption, buyer dynamics, and the local motion that actually wins. Decide where Zenity invests first (UK&I, DACH, France, Benelux, Nordics, Southern Europe, Israel, Middle East) and where we sequence later, with a clear thesis behind each call.
- Own the EMEA number. Build and forecast 3 to 3.5x qualified pipeline coverage with MEDDPICC and BANTT discipline. Run a structured cadence anchored to HubSpot: weekly pipeline, monthly forecast, quarterly business reviews.
- Sell, then coach. In the first 12 to 18 months you will be in the room on the most strategic deals, helping AEs land lighthouse logos and navigate CISO, Head of AI Security, AppSec, and Platform buying committees. As the model proves out, you shift from carrying deals to coaching them.
- Build the team. Recruit and develop a high-bar field team against the Zenity AE profile, starting with senior Enterprise AEs and scaling into BDR, Partner, and SE coverage. Lead coaching-first across deal, discovery, and forecast coaching.
- Build and grow the EMEA partner motion. Work with GSIs (Accenture, Deloitte, KPMG, PwC, Capgemini, NTT Data), VARs, regional SIs, MSSPs, technology alliances, and the AWS, Azure, and GCP marketplaces to drive pipeline and access. Partner closely with our regional partnerships and customer success functions to co-design joint pipeline plans, co-marketing, and land-and-expand motions.
- Build the EMEA brand with Marketing. Move Zenity from "known by the analysts" to "known by the CISO community" through CISO dinners, executive roundtables, regional events, and thought leadership with local credibility.
- Lead cross-functionally. Be the EMEA voice with the executive team. Bring field signal to Product, partner with Customer Success on land-and-expand, and shape the operating model with RevOps.
Requirements
What You’ve Done:
- Built EMEA, or a major sub-region of it, for a venture-backed cybersecurity startup, taking the business from a handful of logos to a healthy contributor to company revenue.
- Come from cybersecurity. Cloud, application, data, identity, or SaaS security, or an adjacent category where the buyer was the CISO and the motion involved category education, not commodity displacement.
- Led a sales team at the Sr. Director or VP level. A Sr. Director ready to step up, or a VP recently into the title and hungry to prove the build again, both fit.
- Managed both direct sales and a partner motion, with specific deals and pipeline you can point to that exist because of partner relationships you built.
- Personally carried and overachieved quota at $100K to $400K+ ACV with multi-stakeholder F1000 buying committees.
- Fluent in MEDDPICC and BANTT as live deal tools, not CRM checkboxes, and HubSpot-native or comfortable.
- Know EMEA in your bones: which countries to prioritize, which buyers move first, which regulatory drivers are real, and how the European CISO community actually buys. Strong fluency across multiple key markets is a plus.
What We Look For At Zenity
- Proven ability to build, not just maintain, systems, processes, or relationships
- Comfort operating in evolving, fast-moving environments where the playbook is still being written
- Strong communication and collaboration skills across technical and non-technical stakeholders
- Ownership mindset with accountability for outcomes, not just activity
- Experience in high-growth or venture-backed environments
- Exposure to AI, security, or emerging technology ecosystems
What Success Looks Like
- Plan ratified and resourced. A defensible four to eight quarter plan with country prioritization, headcount model, partner strategy, and quota build, signed off by the Head of Global Sales and exec team.
- Field team hired and ramping. First wave of Enterprise AEs in seat and pipelining, with clear coverage of the priority countries.
- Lighthouse logos landed. A set of named-account wins that anchor the brand and become reference customers for the next wave.
- Partner engine in motion. Active co-sell with at least one GSI, two regional SI/MSSP partners, and live marketplace presence, with measurable partner-sourced pipeline.
- Predictable forecast. Forecast accuracy within +/- 10%, 3 to 3.5x qualified coverage, and HubSpot run as the system of record.
- Brand presence. Zenity is a recognized name in the EMEA AI security conversation, with the CISO community, regulators, analysts, and partners.
Why This Role
- Build an entire region in a category Zenity created, while the market is still forming and the biggest accounts are still up for grabs.
- Step into a funded company with a product that wins and early investment already in the ground across EMEA.
- Own a wide-open field. The leaders who take seats like this early are the ones who own the story when the region scales.
- Get the upside of building EMEA again, bigger and faster, with the wind at your back.
Interview Process
Our interview process is designed to be transparent, conversational, and focused on real-world experience.
- Recruiter / People Team Screen (30–45 minutes) – Learn more about Zenity, the role, and how we work, and a first conversation on fit and approach.
- Hiring Manager Interview with the Head of Global Sales (45–60 minutes) – A deeper discussion about your experience and how you operate.
- Sales Leadership & Cross-Functional Interviews (30–45 minutes each) – Meet sales leadership peers and partner and marketing leaders.
- EMEA Build-Plan Conversation (45–60 minutes) – Walk through how you would approach the EMEA plan, including a deal walkthrough and partner strategy.
- Executive Team Conversation (30–45 minutes) – Meet members of the executive team.
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.
