About this role
Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform.
We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.
Role
You will combine deep SaaS GTM domain knowledge with experience defining decision-grade signals for direct sellers, and partner with engineering to bring them to life as AI agents. In this role, you will identify where reps and sales leaders need real-time signals, and work with engineering to build and prioritize the roadmap for how AI-generated signals power seller decisions across the direct sales motion.
What You'll Do (Role Expectations)
• Partner with Sales and RevOps leadership to identify where reps rely on gut feel, and define signals (deal risk, expansion opportunity, churn risk, next-best-action, account prioritization) that convert raw GTM data into decisions reps can act on
• Own the signals repository covering business logic, inputs, owner, and status for every signal in the direct sales motion, as the single source of truth for GTM and engineering
• Partner closely with engineering through build and iteration, translating business logic into requirements, reviewing outputs, and course-correcting based on real seller behavior
• Prioritize the signal roadmap across the full seller journey - prospecting through renewal - and drive adoption by embedding signals into existing workflows (CRM, Slack, dashboards)
• Present signal performance and business impact to GTM leadership in terms tied to revenue outcomes like pipeline conversion, retention, and rep productivity
Who You Are (Success Profile)
• You are a strategic translator who can bridge the gap between ambiguous business needs and concrete, buildable engineering requirements
• You are highly analytical and detail-oriented, taking pride in maintaining a single source of truth that drives decisions across the sales org
• You are outcome-focused and execution-driven, with a track record of delivering solutions that teams actually adopt rather than just creating proof of concepts
• You are an exceptional collaborator who