Account Executive, Enterprise

About the role

You own strategic deals across large accounts in this market. Your daily actions guide AI-driven security platforms through complex enterprise environments. You position Iru as the core control plane for modern teams. This role targets organizations actively using ServiceNow and AWS today. You will navigate multi-threaded buying committees to establish Iru as the indispensable layer for security orchestration. Your conversations will reframe risk management around automation and architectural simplicity. You will articulate how unified control reduces the operational burden on stretched security teams. Each interaction will reinforce Iru's role as the strategic partner for modernizing digital infrastructure.

Key facts

What you'll do

• Lead executive-level conversations with technical leaders inside target companies, focusing on their most critical security and operational challenges.
• Map decision makers and economic buyers within fast-moving software organizations globally, documenting influence networks and stakeholder priorities.
• Design security workflows that unify UEM, EDR, and workforce identity into a single coherent view, demonstrating clear operational advantages.
• Coordinate demonstrations that illustrate how compliance automation reduces security team workload and accelerates audit preparation.
• Lead discovery sessions where workload migration risks and integration complexities become central, data-driven discussion topics.
• Align Iru positioning against legacy vendors during multi-stakeholder evaluations, highlighting flexibility and future-proof architecture.
• Negotiate contract terms that support annual commitments and foster long-term strategic partnerships, ensuring mutual value realization.
• Ship proposals that highlight AI orchestration benefits for modern security operations, translating technical capabilities into business outcomes.
• Partner with Customer Success to build compelling business cases that justify investment and secure executive sponsorship.
• Utilize data from interactions to refine pipeline strategy and prioritize high-probability opportunities with the greatest revenue potential.
• Collaborate with product and engineering teams to relay feedback that shapes platform evolution and competitive differentiation.
• Maintain rigorous forecasting and pipeline management, ensuring transparent visibility into deal progression and revenue predictability.

Requirements

You hold at least three years of experience in enterprise sales roles, with a proven track record of closing complex deals.

You can present sophisticated solutions to technical audiences using precise product language and clear, logical narratives.

You manage complex opportunities through defined stages with meticulous documentation in your CRM system.

You travel regionally when required to support key strategic customer meetings and deepen relationships on-site.

You understand security concepts such as endpoint protection and identity access, allowing you to discuss architecture with authority.

You work comfortably inside CRM systems, logging every customer interaction to maintain an accurate historical record.

You operate effectively in a fast-paced, remote-first environment, balancing autonomy with structured execution.

You communicate with clarity and professionalism, ensuring messages are precise and aligned with enterprise expectations.

Nice to have

You have experience working with platforms named ServiceNow and AWS inside deals, leveraging deep knowledge of their ecosystems.

Skills & tools

Salesforce, HubSpot, Google Workspace, Microsoft 365, Zoom, ServiceNow, AWS.

About Iru

Iru is the AI-powered security and IT platform used by the world's fastest-growing companies to secure their users, applications, and devices. Built for the AI era, Iru unifies identity and access, endpoint security and management, and compliance automation-collapsing the stack and giving IT and security teams 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, Lovable, Replit, and Mercor. 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

As Iru continues to redefine how organizations secure and manage their digital ecosystems, our enterprise customer base is expanding rapidly. As an Enterprise Account Executive, you will be at the forefront of this evolution, driving strategic sales initiatives into some of the world's largest and most influential companies. With a unified platform that brings together UEM, EDR, Vulnerability Management, Compliance Automation, and Workforce Identity, you will help enterprise customers modernize how they secure users, applications, and devices through AI-powered orchestration.

This is a high-impact, remote role based out of California. Working closely with our distributed team, you will partner with enterprise customers to help them unlock the full value of Iru's platform and position Iru as the definitive leader in unified identity, endpoint, and compliance management.

Success in this role means consistently exceeding expectations, shaping what world-class enterprise sales execution looks like in a dynamic, remote environment, and accelerating Iru's trajectory as the category-defining platform that gives IT and security teams time and control back.