Account Executive, Mid-Market

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 in a performance-based environment and collaborate with prospective customers to uncover how they can leverage the Iru platform to unify identity, endpoint and compliance functions under one AI-powered system. By consistently delivering exceptional results, you will help evangelize Iru in the market and advance our mission of collapsing the tool-stack so IT and security teams gain time, control and a single view across users, apps and devices. What You'll Do Strategic Sales Execution: Develop and execute a comprehensive sales strategy to penetrate and grow accounts. Focus on identifying and closing high-value deals that align with Iru's growth objectives. Account Management: Build and nurture long-term relationships with key stakeholders within target enterprise accounts. Serve as a trusted advisor, understanding their business challenges and positioning Iru's solutions to meet their needs. Pipeline Development: Actively manage a robust sales pipeline, from lead generation through to deal closure. Ensure a consistent flow of opportunities and maintain a strong focus on deal progression. Collaboration: Work closely with Sales Development, Sales Engineering, Customer Success, and Marketing teams to deliver a seamless customer experience. Leverage internal resources to support deal success and ensure alignment on account strategies. Product Knowledge: Maintain an in-depth understanding of Iru's products and services, as well as industry trends and competitive landscape. Use this knowledge to effectively communicate Iru's value proposition to enterprise customers. Sales Reporting: Provide regular updates on sales performance, pipeline health, and market insights; deliver accurate sales forecasts and identify areas for improvement or opportunity. What You'll Bring Minimum of 5 years of sales experience, focusing on high-value, strategic accounts; experience in the SaaS or IT management industry is highly preferred Successfully closed complex deals and consistently exceeded sales targets Excellent verbal and written communication skills, with the ability to present to and influence senior-level stakeholders Strong interpersonal skills with the ability to build and maintain relationships with enterprise customers at various levels of the organization Ability to think strategically and develop tailored solutions that address the specific needs of enterprise clients Familiarity with IT management solutions or the ability to quickly learn and understand technical products A Bachelor’s degree in Business, Marketing, or a related field is preferred These requirements are for the strongest, ideal candidate. Even if you do not outperform every bullet point, Kandji encourages you to apply. We promote a diverse, equitable, and inclusive culture and recognize that even the strongest candidates won’t have all desired experiences and qualifications. Benefits & Perks • Competitive salary • 100% individual and dependent medical + dental + vision coverage • 401(k) with a 4% company match • 20 days PTO • Health and wellness days • Iru Wellness Week the first week in July • Equity for full-time employees • Up to 12 weeks of paid leave for new parents • Paid Family and Medical Leave • Modern Health - Mental Health Benefits - Individual and Dependents • Fertility Benefits • Working Advantage Employee Discounts • Gym Membership • Lunch 5 Days/Week • Exciting opportunities for career growth • An outstanding, inclusive culture 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.