Account Executive, Mid-Market

Job description

**About Iru** Iru is the AI-powered security & IT platform used by the world’s fastest-growing companies to secure their users, apps, and devices. Built for the AI era, Iru unifies identity & access, endpoint security & management, and compliance automation—collapsing the stack and giving IT & security time and control back. Iru is backed by some of the smartest investors in tech—General Catalyst, Tiger Global, Felicis, Greycroft, and First Round Capital. In July 2024, Iru raised $100 million from General Catalyst, valuing the company at $850 million. Customers include Notion, Cursor, Lovable, Replit, and Mercor, and Iru partners with industry leaders such as ServiceNow and AWS. Iru was named to Forbes’ America’s Best Startup Employers 2025 list for employee engagement and satisfaction. **The Opportunity** In your role as an Account Executive, you will drive the sales process in a performance-based environment and collaborate with prospective customers to uncover how they can leverage the Iru platform to unify identity, endpoint and compliance functions under one AI-powered system. By consistently delivering exceptional results, you will help evangelize Iru in the market and advance our mission of collapsing the tool-stack so IT and security teams gain time, control and a single view across users, apps and devices. ### What You'll Do - **Strategic Sales Execution:** Develop and execute a comprehensive sales strategy to penetrate and grow accounts. Focus on identifying and closing high-value deals that align with Iru's growth objectives. - **Account Management:** Build and nurture long-term relationships with key stakeholders within target enterprise accounts. Serve as a trusted advisor, understanding their business challenges and positioning Iru's solutions to meet their needs. - **Pipeline Development:** Actively manage a robust sales pipeline, from lead generation through to deal closure. Ensure a consistent flow of opportunities and maintain a strong focus on deal progression. - **Collaboration:** Work closely with Sales Development, Sales Engineering, Customer Success, and Marketing teams to deliver a seamless customer experience. Leverage internal resources to support deal success and ensure alignment on account strategies. - **Product Knowledge:** Maintain an in-depth understanding of Iru's products and services, as well as industry trends and competitive landscape. Use this knowledge to effectively communicate Iru's value proposition to enterprise customers. - **Sales Reporting:** Provide regular updates on sales performance, pipeline health, and market insights; deliver accurate sales forecasts and identify areas for improvement or opportunity. ### What You'll Bring - Minimum of 5 years of sales experience, focusing on high-value, strategic accounts; experience in the SaaS or IT management industry is highly preferred - Successfully closed complex deals and consistently exceeded sales targets - Excellent verbal and written communication skills, with the ability to present to and influence senior-level stakeholders - Strong interpersonal skills with the ability to build and maintain relationships with enterprise customers at various levels of the organization - Ability to think strategically and develop tailored solutions that address the specific needs of enterprise clients - Familiarity with IT management solutions or the ability to quickly learn and understand technical products - A Bachelor’s degree in Business, Marketing, or a related field is preferred