Founding Account Executive, Workforce Identity

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 Service Now and AWS. Iru was named to Forbes’ America’s Best Startup Employers 2025 list for employee engagement and satisfaction.

As a Founding Account Executive, Workforce Identity, you will play a pivotal role in launching and scaling Iru’s next major growth engine — Workforce Identity. This is a highly visible overlay role designed for top-performing sellers with deep experience in identity and access management, SSO/MFA, and directory modernization.

You’ll work across Iru’s global sales organization, supporting Account Executives and Customer Success Managers on strategic identity deals, while also carrying your own quota for new business. Your goal: help customers simplify identity, unify access, and secure users in a cloud-first, AI-driven world.

This is a rare opportunity to join at the ground floor of a breakout product line — shaping the motion, influencing product direction, and establishing yourself as a go-to identity expert inside one of the fastest-growing companies in security and IT.

• Own and close complex, multi-stakeholder opportunities in workforce identity and access management
• Partner with AEs across Commercial, Mid-Market, and Enterprise to strengthen positioning, qualification, and technical validation
• Build credibility with CISOs, IT leaders, and Security Architects through consultative, value-based selling
• Help codify the go-to-market playbook for Workforce Identity, from discovery through procurement
• Develop talk tracks, competitive positioning frameworks, and sales enablement assets to help the broader team sell effectively
• Collaborate with Product and Marketing to ensure field readiness for new capabilities and integrations
• Work closely with Sales Engineering to craft compelling demos and evaluation experiences
• Partner with GTM Programs, Enablement, and Customer Success to drive adoption and expansion within existing accounts
• Serve as a hands-on player-coach, modeling excellence and elevating the entire sales org’s ability to sell identity

• 8+ years of SaaS sales experience, with 4+ years focused on identity, access management, or security SaaS
• Consistent top-quota performance in mid-market and enterprise segments; proven success closing six-figure ARR deals
• Strong understanding of identity architecture, SSO/MFA, SCIM, directory services, lifecycle management, and zero trust principles
• Proven ability to lead complex sales cycles with both technical and executive stakeholders
• Familiarity with sales methodologies such as SPICED and Winning by Design, with a focus on outcome-based selling
• Excellent written, verbal, and executive communication skills
• Ability to operate independently, influence cross-functionally, and thrive in a fast-paced, high-accountability culture
• Bachelor’s degree or equivalent experience required
• Required to work on-site 5x per week in our Miami (Coral Gables) office

• Strategic visibility:
  Direct partnership with CRO and GTM leadership on Iru’s newest revenue line
• Career elevation:
  Cash compensation and equity well beyond market, reflective of the impact you’ll have in this role
• Impact scope:
  Work across all three sales segments, influencing top deals while owning your own pipeline
• Market credibility:
  Partner with leaders and customers at the forefront of IAM innovation — and help shape Iru’s competitive edge

• Competitive salary
• 100% individual and dependent medical + dental + vision coverage
• 401(K) with a 4% company match
• 20 days PTO
• Flexibility to…