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, Bumble, Plaid, Glean, Apollo, 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. 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 Executive for Iru Labs, 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 engineering teams genuinely using the product, and grow those relationships over time. 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. What You'll Do: Own the full sales cycle end-to-end: prospecting, initial sale, onboarding, expansion, and renewal Build and manage your own pipeline through outbound, inbound, product-led follow-up, and developer-community engagement Convert free and self-serve adoption into paid team and organization-wide deals through a land-and-expand motion Run consultative, technically credible demos and conversations with engineers, tech leads, platform and security teams, and CTOs, and drive onboarding so customers reach value fast Forecast accurately and manage your pipeline with discipline against a clear territory plan Partner with product and engineering, feeding customer and field signal back to sharpen positioning and shape the roadmap What You'll Bring: A track record of selling developer- or security-facing products, ideally code security, code quality, DevSecOps, or developer productivity tools. Experience at companies like Snyk, Semgrep, GitHub, GitLab, Sonar, Datadog, Twilio, or Segment is a strong signal Genuine technical proficiency: you speak credibly with engineers and security teams, understand the developer workflow (source control, CI, code review, tickets), and ramp on a complex product fast Experience owning full-cycle sales, ideally with a product-led or land-and-expand motion that turns bottoms-up adoption into larger deals Strong consultative selling skills: you listen first, diagnose the real problem, and tailor your approach to different technical and business personas Comfort in ambiguity and the energy to build in a fast-paced, early-stage environment, with a consistent history of meeting or exceeding quota Openness to coaching and a drive to continuously sharpen your craft If you're a full-cycle seller who knows how physical spaces run and wants to take a brand-new product to market, this is your shot to make an outsized impact early. Benefits & Perks Competitive salary Hybrid work environment (3 days in office per week) 100% individual and dependent medical + dental + vision coverage 401(K) with a 4% company match 20 days PTO Iru Wellness Week the first week in July Equity for full-time employees In-office lunch stipend provided Up to 16 weeks of paid leave for new parents Paid Family and Medical Leave Modern Health mental health benefits for individuals and dependents Fertility benefits Working Advantage employee discounts Onsite fitness center Free parking Exciting opportunities for career growth We are excited to be serving a significant need for a fast-growing market, and are proud of the high-performing team we have brought together so far. If you’re someone who wants to engage in new, exciting projects that will challenge your skills in the best way possible, we would love to connect with you. At Iru, we believe in fostering an inclusive environment in which employees feel encouraged to share their unique perspectives, leverage their strengths, and act authentically. We know that diverse teams are strong teams, and welcome those from all backgrounds and varying experiences. Iru is proud to be an equal opportunity employer committed to diversity and inclusion in the workplace. Qualified applicants will be considered for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, physical or mental disability, protected veteran or military status or any other status protected by applicable law. #LI-Hybrid

Requirements

Must-haves

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.
Own the full sales cycle end-to-end: prospecting, initial sale, onboarding, expansion, and renewal
Build and manage your own pipeline through outbound, inbound, product-led follow-up, and developer-community engagement
Convert free and self-serve adoption into paid team and organization-wide deals through a land-and-expand motion
Run consultative, technically credible demos and conversations with engineers, tech leads, platform and security teams, and CTOs, and drive onboarding so customers reach value fast
Forecast accurately and manage your pipeline with discipline against a clear territory plan
Partner with product and engineering, feeding customer and field signal back to sharpen positioning and shape the roadmap
Genuine technical proficiency: you speak credibly with engineers and security teams, understand the developer workflow (source control, CI, code review, tickets), and ramp on a complex product fast
Experience owning full-cycle sales, ideally with a product-led or land-and-expand motion that turns bottoms-up adoption into larger deals
Strong consultative selling skills: you listen first, diagnose the real problem, and tailor your approach to different technical and business personas
Comfort in ambiguity and the energy to build in a fast-paced, early-stage environment, with a consistent history of meeting or exceeding quota
Openness to coaching and a drive to continuously sharpen your craft
If you're a full-cycle seller who knows how physical spaces run and wants to take a brand-new product to market, this is your shot to make an outsized impact early.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiaws

Platform: lever
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Wellness