Account Executive, APAC

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 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 APAC 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 Sydney-based role with an in-office presence Tuesday through Thursday, collaborating closely with our broader APAC go-to-market team. What You'll Do: Strategic Sales Execution Develop and execute a comprehensive sales strategy across APAC 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 key APAC 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 ANZ and broader APAC markets, navigating multi-stakeholder 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 If you’re an ambitious, results-driven sales professional ready to make an impact at a high-growth company with a category-leading product, this is the opportunity to take your career to the next level. Let's build something great together. Benefits & Perks 20 days PTO Hybrid work environment (3 days in office per week) Wellness/Sick days 16 weeks of Paid Family and Medical Leave (inclusive of Paid Parental Leave) Kandji Wellness Week Off First Week of July Group private medical Group income protection Group life/TPD policy Employee referral bonus program Modern Health - Mental Health Benefits - Individual and Dependents Working Advantage Employee Discounts Fertility Benefit Novated Leasing via Driva Superannuation Fund at 11.5% In-office lunch stipend provided 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 Kandji 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. Kandji 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