Founding Account Executive, Iru Labs

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. **About Iru Labs** Iru Labs is Iru's in-house incubator. We take new products built inside Iru and bring them to market as small, founder-led teams, with the funding, brand, and engineering depth of Iru behind them. Each product runs as its own focused motion so it can move fast, find its market, and earn the right to scale. This role sits on one of the first products to come out of Iru Labs: a platform that runs the experience of a physical place from the moment someone walks in. It started with the screens: digital signage across offices, lobbies, retail floors, and hotel rooms. Then it grew a people layer: visitor check-in, digital and printable badges, and building access. It brings the breadth of enterprise digital signage together with the depth of modern visitor and access management in one platform, and sells to the workplace, IT, security, facilities, and operations leaders who own that experience. It also fits with why Iru exists: Iru already governs who and what gets access across users, apps, and devices, and this product extends that to the physical space, from the front-door check-in to who can open which door. **The Opportunity** This is a rare chance to be an early, founding-style seller on a brand-new product, with the backing and resources of an established, well-funded company behind you. As the founding Account Manager for this product, you'll own the full customer lifecycle: prospecting, the initial sale, onboarding, expansion, and renewal. You won't just close and hand off. You'll land accounts, get sites live, and grow them from a first location to organization-wide. This is a sales-led motion. You'll drive demos, pilots, and rollouts. Your buyers are workplace, IT, security, facilities, and operations leaders. You'll need to know how physical spaces run and what those buyers weigh: the walk-in experience, ease of use, reliability, hardware, rollouts, and security. You'll also work closely with product and engineering, feeding customer signal back into the roadmap as we build a repeatable motion from the ground up and define what Iru Labs looks like in the market. ### How You'll Make a Difference Day to Day - Own the full sales cycle end-to-end: prospecting, initial sale, onboarding, expansion, and renewal - Build your own pipeline through proactive outbound to workplace, IT, security, facilities, and operations leaders, plus inbound and referrals - Run demos, pilots, and rollouts, and grow accounts from a first site to organization-wide - Lead consultative conversations with technical and operations buyers. Drive onboarding so sites reach value fast - Forecast accurately and manage pipeline to a clear territory plan. Feed field signal back to product and engineering ### We’d love to hear from you if you have - A track record of selling into workplace, IT, facilities, or operations teams. Digital signage, workplace experience, or visitor and access products are ideal. Experience at companies like Appspace, Poppulo, Korbyt, ScreenCloud, Raydiant, Envoy, Robin, or Verkada is a strong signal - A real grasp of the digital signage, workplace experience, and visitor and access landscape. You know how teams roll out and live with hardware and software on-site - Experience owning full-cycle sales, from prospecting through close, expansion, and renewal. Multi-location deals are a plus - Strong consultative selling skills. You listen first, diagnose the real problem, and tailor to each buyer persona - Comfort with ambiguity, the energy to build early-stage, and a consistent record of hitting quota - Openness to coaching and a drive to continuously sharpen your craft - **On-site 3x/week** in our **Miami (Coral Gables)** office.