Zenity

• Own Zenity's global analyst relations strategy, aligning analyst engagement with company strategy, product roadmap, corporate milestones, and long-term category leadership. • Serve as the primary executive partner for Gartner, Forrester, IDC, GigaOm, Enterprise Strategy Group, and other influential analyst firms and industry advisors. • Advise the executive leadership team on analyst strategy, competitive positioning, emerging market trends, and opportunities to influence industry direction. • Shape how AI Security is defined by driving adoption of Zenity's vision across analyst research, frameworks, market guides, and category evaluations. • Lead executive briefings, inquiries, product launch engagements, and strategic analyst interactions while preparing executives for high-impact conversations. • Develop compelling analyst narratives, positioning documents, competitive messaging, roadmap briefings, and market education materials. • Translate analyst feedback into actionable recommendations for Product, Product Marketing, Sales, and Executive Leadership. • Drive participation across Magic Quadrants, Market Guides, Waves, MarketScapes, Hype Cycles, and other strategic research programs. • Build scalable analyst relations processes, measurement frameworks, and executive reporting that demonstrate business impact. • Partner closely with Communications, Product Marketing, and Executive Leadership to ensure one consistent market narrative across analysts, media, customers, and partners.

• You'll own Zenity's global communications function end to end: media relationships and engagements, executive communications, and internal communications, corporate narrative, and social. • Manage our internal communications function, direct PR agencies across markets, and work directly with founders and senior leaders who are already credible voices in AI security. • Build and run Zenity's global media strategy across business, security, AI, and enterprise tech press. • Develop and maintain first-name relationships with the reporters, editors, and analysts who shape the AI security conversation. • Write the materials that drive coverage: pitches, press releases, bylines, talking points, briefing docs, and rapid-response commentary. • Run a rapid-response program tied to breaking news, emerging threats, and the agentic AI news cycle, coordinating fast-turn commentary with internal experts. • Own and evolve Zenity's core narrative and messaging framework as the category and product mature. • Build the external profiles of the CEO and senior leaders through various public engagements. • Shape executive and corporate social strategy aligned to brand voice and comms goals. • Measure and track coverage, share of voice, sentiment, and analyst positioning; turn it into insight and a sharper strategy.

• Positioning and messaging. Partner with the PMM team to Adapt Zenity's core platform messaging for priority industries, strategic partners, and emerging AI security frameworks. • Industry and vertical narratives. Build and maintain the stories that make Zenity land differently depending on who's buying, so the field walks into any sector with the right angle. • Partner marketing. Shape how we show up through our partners: joint stories, co-marketing, and the way Zenity fits into the customers they're already reaching. • Standards and frameworks. Translate developments across OWASP, NIST, MITRE, and related AI security frameworks into market opportunities, messaging inputs, and customer education. • Industry and partner GTM programs. Develop repeatable plays, campaigns, and motions that accelerate adoption through vertical and partner channels. • Partner and vertical enablement. Build the industry and partner-specific assets that help the field tailor conversations for different markets and routes to market. • Vertical and ecosystem intelligence. Monitor industry adoption trends, standards developments, partner priorities, and competitive activity to identify new GTM opportunities.

• Technical demos. Build external-facing demos that show, not tell, what Zenity does, and bring them to life at conferences and events. • Customer and field feedback. Gather technical feedback from customers, prospects, analysts, and the field to improve demos, architecture visuals and technical positioning. • Architecture and reference designs. Turn product architecture into reference designs and visual narratives, working with design on how we represent complex security concepts. • Technical proof experiences. Build demos, workshops, and technical walkthroughs that help prospects and practitioners understand how Zenity works, from use cases to enablement. • Technical enablement. Build the assets that help our team sell and explain the platform with real technical confidence. • Launches and events. Be the technical presence at events, and back launches and campaigns with depth, not just polish. • Content accuracy. We use AI to generate a lot of content. You're the one who checks that the way it positions the product is actually accurate, and you correct it across the team.

• Design and operate the new-hire onboard and ramp program for AEs, SEs, Partner Managers, and CSMs — built to compress time-to-productivity by 25–35% versus today • Own the 30/60/90 ramp curriculum: Foundation → Absorb → Apply → Graduate, with measurable gates at each stage (Foundation Cert, Persona Cert, Demo Cert, Graduation Cert) • Run the certification model — certification at Zenity is earned by appropriately applying the behavior in real customer pursuits multiple times, not by passing a quiz; you will define the rubric, the evidence, and the cadence • Operate quarterly recertification cycles for the full field so messaging, use cases, market knowledge, and competitive posture stay sharp • Own the full library of customer-facing and partner-facing content — pitch decks, battlecards, use-case plays, discovery banks, objection handlers, customer stories, demo scripts, tech-win libraries, RFI/RFP templates, and partner co-sell assets • Run content as a system: every asset has a named owner, a refresh cadence, and an expiration date; stale content is retired, not republished • Hold cross-functional SLAs with PMM, Product, Customer Marketing, CS, and OCTO so the content engine never stalls — even when the market moves faster than the content cycle • Ship imperfect content fast — a sharp v1 in 48 hours beats a polished v3 in three weeks; you will set the standard for shipping fast and revising in the open • Own the GTM tech stack from an adoption and effectiveness standpoint — Gong, HubSpot, and any AI agents we deploy • Define what good usage looks like, instrument it, coach to it, and retire tools that do not earn their seat • Make sure every tool a customer-facing rep touches makes them faster — never slower • In partnership with the AI GTM team, build and operate the Zenity Knowledge Engine — an AI-powered hub where every piece of enablement, content, and competitive intelligence is queryable in real time, in the deal, when the team needs it most • Stand up the agent-led enablement layer: Account, Call Prep, Battlecard, Story, Win/Loss, Forecast Risk, Demo Recommender, and Audible Coach — replacing the traditional LMS • Own the weekly, monthly, and quarterly enablement heartbeat — Audible Drills, Win Plan reviews, Win/Loss Lab, Deep Dives, Roadmap Briefings, Manager Forums, QBR Sales Excellence Reviews • Build learning journeys that are multi-layered and consistent — daily nudges, weekly drills, monthly deep dives, quarterly recerts — so reps absorb the right knowledge in the right format at the right moment • Coach the coaches; the Manager Forum is yours; RDs are co-owners of behavior change, not bystanders

• Own technical health across assigned flagship accounts: detection tuning, alert quality, integration maintenance, and time-to-remediation metrics • Partner with customer security engineering and platform teams as the primary technical point of contact at the practitioner layer • Track adoption against purchased entitlement and surface early warning signals for churn risk to the CSM and AE • Lead investigations and IR partnership when security events occur, proving Zenity works when it matters most • Embed integrations and use cases that make displacement technically expensive and difficult to replicate • Coordinate in lockstep with Sales Engineers, CSMs, and the Strategic Account Advisor to ensure technical efforts are aligned and progressing without gaps • Participate in recurring customer cadences, own action items, and drive next steps to maintain momentum • Surface structured feedback to Product and Engineering based on patterns observed during hands-on execution • Free existing SEs to focus on pipeline by absorbing the strategic account technical load they currently carry

• Own and execute a strategic territory plan for Financial Services accounts • Drive complex, multi-threaded enterprise sales cycles from engagement to close • Build pipeline through new logo penetration and expansion • Lead high-value, complex enterprise sales engagements • Position Zenity within broader enterprise cybersecurity strategies • Partner closely with Solutions Engineering, Product, and Customer Success • Leverage and collaborate with strategic partners to accelerate deal cycles • Operate with high autonomy while providing feedback to strengthen sales motion

• Own end-to-end campaign execution: intake, planning, build, QA, launch, and post-launch reporting • Write and edit campaign copy across channels, including emails, landing pages, and ad creative, adapting from existing content assets and messaging frameworks set by the Content and Product Marketing teams • Schedule and lead campaign kickoff calls with clear agenda, roles, risks, and outcomes • Build and manage Asana project trackers with tasks, timelines, dependencies, and owners • Create campaign templates, naming conventions, workflows, and documentation • Manage a single source of truth for campaign status, deliverables, approvals, and risks • Work with Marketing Operations and RevOps to build dashboards tied to attribution, pipeline, and velocity • Build AI agents to automate reminders, handoffs, briefs, approvals, QA checks, and post-launch updates • Lead weekly campaign reviews, sharing status, blockers, and mitigation actions • Coordinate timelines, QA, and deliverables with creative agencies and paid media partners • Run post-campaign retrospectives, document learnings, and improve workflows and templates • Support segmentation and audience targeting with PMM and operations teams • Enable teams on new templates, workflows, and AI agents • Review campaign performance and share insights with team to guide decisions, prioritization, and experimentation

• Help crystalize and evolve category narrative, positioning, messaging strategy as market develops • Translate complex technical concepts into business value and outcome driven customer and partner messaging • Ensure consistency across product marketing, campaigns, field messaging, partner motions, analyst engagement • Help establish strategic competitive positioning and market differentiation • Lead enterprise product positioning, launches, and cross-functional GTM execution • Partner closely with Product to provide insights on market direction and trends • Equip teams with messaging, enablement content, competitive intelligence, and field assets • Support pipeline growth and enterprise adoption through strong positioning & GTM execution • Drive partners positioning, joint GTM strategy across strategic tech & global service integrations and channel partners • Develop joint GTM motions that extend market reach and category influence • Ensure partners can articulate the value of Agent Security and Zenity’s differentiated approach • Partner with Zenity Labs + SMEs to amplify research, technical insights, education initiatives • Help translate research into market-facing narratives, thought leadership, customer education • Partner with Zenity Security and Policy advocacy team to support activities with key industry standards communities including OWASP, MITRE, NIST, and CSA

• Move fast and set the pace, Zenity is building category leadership in real time and this function can't lag behind the market or the product. • Define the category story in close partnership with the CTO and Product team. • Oversee product launch strategy and cross-functional GTM coordination. • Ensure the field is equipped to execute the narrative: sales decks, battlecards, competitive positioning, and solution briefs. • Define the narrative and messaging strategy for Zenity's partner ecosystem across technology, channel, and strategic alliance types. • Ensure the partner marketing motion, enablement, joint GTM plays, and co-sell content is built and running. • Ensure partners can clearly and consistently articulate Zenity's value. • Set the strategic direction for independent research that uncovers what the market doesn't know yet and feeds signals directly back into the product roadmap. • Define how Labs findings are positioned in context of the product and market, whether they reinforce product direction or stake out territory ahead of it. • Ensure Labs research reaches the right audiences and shapes how the market thinks about the category.