Founding Account Manager, Iru Labs

Iru; Miami (FL); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Hybrid work environment

Medical + dental + vision

401K company match

20 days PTO

Equity for full-time

Lunch stipend

Paid parental leave

Mental health benefits

Job summary

Iru is seeking an early, founding-style Account Executive for Iru Labs to own the full customer lifecycle—from prospecting to renewal. You’ll land accounts, drive adoption, and grow relationships with engineering teams delivering security-focused products.

You’ll collaborate with product and engineering to feed customer signals back into the roadmap, building a repeatable motion from the ground up in a fast-paced, equity-backed environment.

Qualifications

• Track record selling developer- or security-facing products.
• Experience with product-led or land-and-expand sales.
• Proficient with engineers and security teams; understands developer workflows.

Responsibilities

• 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.

Skills

Developer tools sales

Full-cycle sales

Consultative selling

Adaptability

Coaching mindset

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

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.