Account Executive, Mid-Market, EMEA

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 Cursor, Vercel, 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 across EMEA in a performance-based environment, partnering with prospective customers to uncover how they can leverage the Iru platform to unify identity, endpoint, and compliance functions under one AI-powered system. As our presence across the region continues to grow, you will play a key role in evangelizing Iru in the market—helping organizations collapse their tool stack so IT and security teams gain time, control, and a unified view across users, apps, and devices. This is a London-based role with an in-office presence Tuesday through Thursday, collaborating closely with our broader EMEA go-to-market team. ### What You'll Do - **Strategic Sales Execution** Develop and execute a comprehensive sales strategy across EMEA to penetrate and grow target accounts. Focus on identifying and closing high-value opportunities aligned with Iru’s growth objectives. - **Account Management** Build and nurture long-term relationships with key stakeholders across enterprise and mid-market organizations. Act as a trusted advisor, understanding business challenges and positioning Iru’s solutions to meet their needs. - **Pipeline Development** Actively manage a robust pipeline across multiple EMEA markets, from prospecting through to close. Maintain consistent pipeline coverage and strong deal progression discipline. - **Collaboration** Partner closely with Sales Development, Sales Engineering, Customer Success, and Marketing to deliver a seamless customer experience. Align on account strategy and leverage internal resources to drive successful outcomes. - **Product & Market Expertise** Develop a deep understanding of Iru’s platform, the competitive landscape, and regional market dynamics. Effectively communicate Iru’s differentiated value to a diverse set of stakeholders. - **Sales Reporting** Provide regular updates on pipeline health, sales performance, and regional insights. Deliver accurate forecasts and identify areas of opportunity and risk. ### What You'll Bring - 5+ years of sales experience, with a focus on strategic or enterprise accounts; experience in SaaS, IT, or security is highly preferred - Proven track record of closing complex deals and consistently exceeding quota - Experience selling across EMEA markets and navigating multi-stakeholder, multi-country sales cycles is a plus - Excellent communication and presentation skills, with the ability to influence senior stakeholders - Strong relationship-building skills across technical and business audiences - Strategic thinking with the ability to tailor solutions to customer-specific needs - Ability to quickly learn and articulate technical concepts and product value - Bachelor’s degree in Business, Marketing, or a related field preferred