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Role overview

Zenity is looking for a senior EMEA leader to establish the region from scratch. In this position, you will define the go-to-market direction, build the team, own the revenue target, and personally help close the largest strategic opportunities. It is a high-impact role in a fast-emerging security category.

The company has already invested in EMEA through partnerships and customer success, and now needs a leader who can turn that early base into a scalable regional business. You will decide which countries to prioritize first, create the partner and pipeline engines that open doors, and convert early marquee wins into a repeatable revenue motion.

Market demand is being accelerated by regulations such as the EU AI Act, NIS2, and DORA. This role is not just about selling into an existing market; it is about helping shape how the market buys across EMEA. The position is especially suited to someone who has already built EMEA for a cybersecurity business and wants to do it again at larger scale and speed.

About Zenity

Zenity is recognized as a leader in AI Agent Security and is the first company to introduce an agent-centric security platform. As enterprises move quickly toward AI agent adoption, Zenity is helping define the security and governance model for those agents at enterprise scale.

The platform provides end-to-end visibility, governance, detection, prevention, and response for AI agents across the full lifecycle, from build time through runtime, spanning SaaS, custom-built platforms, and end-user devices. The company is backed by more than $55M in funding, including a $38M Series B with strategic support from Microsoft’s M12, and is already trusted by Fortune 500 organizations around the world.

Key responsibilities

Design and own the EMEA go-to-market strategy, including country sequencing, ICP definition, target account selection, hiring plan, partner approach, and the route to target revenue over the next four to eight quarters.
Account for local buying behavior, AI adoption patterns, regulatory drivers, and the market motions most likely to succeed across priority EMEA geographies such as the UK&I, DACH, France, Benelux, the Nordics, Southern Europe, Israel, and the Middle East.
Take full ownership of the EMEA number, building and managing qualified pipeline coverage at roughly 3x to 3.5x using MEDDPICC and BANTT rigor.
Run the operating rhythm for the region through HubSpot, including weekly pipeline reviews, monthly forecasting, and quarterly business reviews.
Initially stay close to strategic opportunities, supporting AEs on the most important deals and helping them navigate complex buying groups, then transition progressively toward coaching as the model matures.
Recruit, develop, and lead a high-performing field organization, beginning with senior enterprise AEs and expanding into BDR, partner, and SE coverage.
Coach the team consistently on discovery, deal execution, and forecasting discipline.
Build a partner-led growth engine across GSIs, VARs, regional SIs, MSSPs, technology alliances, and the AWS, Azure, and GCP marketplaces.
Collaborate with partnerships and customer success to create joint pipeline plans, co-marketing efforts, and land-and-expand programs.
Work with Marketing to increase regional visibility and credibility through executive dinners, roundtables, events, and thought leadership tailored to local audiences.
Serve as the EMEA representative to the executive team, bringing market feedback to Product, aligning with Customer Success on expansion, and helping shape the operating model with RevOps.

Requirements

Experience building an EMEA region, or a significant part of it, for a venture-backed cybersecurity startup and growing it from a small set of customers into a meaningful revenue contributor.
A background in cybersecurity, such as cloud, application, data, identity, or SaaS security, or a closely related space where the buyer was the CISO and education around a new category was part of the sale.
Leadership experience at the Senior Director or VP level, with the ability either to step up into the role or to bring recent VP-level experience and strong energy to build again.
Proven success managing both direct sales and partner-led motions, with clear examples of deals and pipeline generated through relationships you created.
Personal quota-carrying experience with ACV in the $100K to $400K+ range, selling into complex F1000 buying committees with multiple stakeholders.
Working fluency in MEDDPICC and BANTT as practical selling frameworks, along with comfort using HubSpot.
Strong knowledge of EMEA market dynamics, including country prioritization, buyer behavior, regulatory drivers, and how European CISOs make decisions; broader fluency across several key markets is an advantage.
Ability to build systems, processes, and relationships rather than only manage existing ones.
Comfort operating in fast-changing, evolving environments where the playbook is still being created.
Clear communication and collaboration skills with both technical and non-technical stakeholders.
A strong ownership mindset focused on outcomes and accountability.
Experience in high-growth or venture-backed companies.
Exposure to AI, security, or adjacent emerging technology ecosystems.

What success looks like

A clearly defined four- to eight-quarter EMEA plan is approved and resourced, including country priorities, hiring assumptions, partner strategy, and quota planning.
Initial enterprise hires are in place, ramping, and generating pipeline across priority countries.
Named lighthouse customers are secured and used as reference accounts for future expansion.
A partner motion is actively producing pipeline, with at least one GSI, two regional SI/MSSP partners, and live marketplace activity.
The forecast is dependable, with accuracy within plus or minus 10%, pipeline coverage at 3x to 3.5x, and HubSpot established as the system of record.
Zenity becomes a recognized name in EMEA conversations around AI security among CISOs, regulators, analysts, and partners.

Why this opportunity stands out

Build a full region in a category that is still taking shape, with significant opportunity left in major enterprise accounts.
Join a well-funded business with a product that already has traction and early EMEA investment in place.
Take ownership of a broad, open field where the leaders who start early help define the regional story as it scales.
Enjoy the upside of growing EMEA again, but with stronger momentum and better market tailwinds.

Interview process

The hiring process is designed to be open, conversational, and centered on real operating experience.

Recruiter or People Team screen: 30 to 45 minutes to learn about Zenity, the role, and initial fit.
Hiring Manager interview with the Head of Global Sales: 45 to 60 minutes focused on your experience and leadership style.
Sales leadership and cross-functional interviews: 30 to 45 minutes each with sales peers plus partner and marketing leaders.
EMEA build-plan conversation: 45 to 60 minutes to review how you would approach the regional plan, including a deal walkthrough and partner strategy.
Executive team conversation: 30 to 45 minutes with members of the executive team.

Equal opportunity and inclusion

Zenity is an equal opportunity employer. The company is committed to enabling secure, at-scale AI agent adoption by building a team with a wide range of perspectives and experiences. Qualified candidates are considered without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, age, veteran status, or any other protected characteristic.

Zenity also emphasizes an inclusive environment where talented people can do their best work securely, confidently, and with impact.

Head of EMEA

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