Zach J.

Enigma
DISC Type : cdi

Director of Sales at XBOW

San Francisco Bay Area, United States

Overview

Zach J. is the Director of Sales at XBOW, focusing on AI-powered offensive security. He previously led the North American corporate sales team for GitHub Advanced Security. Described by colleagues as an impactful and strategic leader, he holds a Bachelors degree from San Francisco State University.

At a previous role, he was twice awarded "Highest Percent to Quota" in corporate sales, once achieving 302% of his target.

Personality Overview

Friendly Yet Blunt

Challenger

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing

Topics They Care About

AI in Offensive Security
His current company, XBOW, focuses on AI-powered offensive security, and he shares content about how both threat actors and defenders are leveraging AI.
Application Security GTM
He led the go-to-market strategy for GitHub Advanced Security's corporate sales team and has experience hiring for application security sales roles.
Sales Leadership
He is a Director of Sales who has experience leading and growing teams, with former colleagues praising his strong work ethic and strategic vision.

Media Appearances

Zach has no verified media appearances

Work History

6-2025
Director of Sales at XBOW
2-2024 - 6-2025
Senior Manager of Corporate Sales, GitHub Advanced Security at GitHub
5-2022 - 2-2024
Application Security Executive at GitHub
11-2020 - 5-2022
Senior Account Manager at GitHub
11-2018 - 1-2020
Account Executive - Secure Payments at Escrow.com

Education

Bachelor's degree from San Francisco State University
Minor from San Francisco State University

More Information

Social Presence :

Prographics :

Exp : 6 Location : San Francisco Bay Area, United States Job Level : Mid-senior Designation : Director of Sales at XBOW
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Insights For Selling To Zach

During A Call Or A Meeting

DO's

  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Be prepared for a mix of questions and inquisitiveness, answer them in the tone in which they have been asked
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Zach is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Zach

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Zach move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Zach take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Zach

Personality Compatibility


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