Account Executive, Enterprise

About the role

You will own the end-to-end sales cycle for strategic enterprise customers, acting as the primary executive advocate for Iru's unified platform. You will identify and penetrate large, complex organizations, building trusted relationships with C-level stakeholders and security leadership. You will leverage Iru's comprehensive value proposition to drive multi-year, large-scale contracts that accelerate revenue growth. You will collaborate closely with Customer Success and Solutions Engineering to architect tailored solutions that address specific enterprise security and compliance challenges. You will articulate how Iru's AI-powered platform collapses the security stack to deliver measurable time and control back to IT and security teams. You will establish Iru as the category-defining leader in unified identity, endpoint, and compliance management within target accounts. You will own key metrics including pipeline creation, win rates, and strategic account progression against quarterly and annual quotas. You will represent Iru with the highest level of integrity and excellence, embodying the brand for current and future enterprise customers.

Key facts

What you'll do

Spearhead the expansion of Iru's presence within strategic enterprise accounts by identifying and activating new use cases across security and IT operations.

Architect and deliver compelling, data-driven business cases that quantify the operational and financial impact of modernizing identity, endpoint, and compliance management with Iru.

Lead complex, multi-threaded sales engagements, navigating intricate organizational structures to build consensus among key decision-makers and economic buyers.

Develop and execute a consultative discovery process to deeply understand customer pain points, current security posture, and strategic objectives around AI adoption.

Collaborate with Solutions Engineering to build and validate technical proof-of-concept scenarios that demonstrate Iru's capabilities within the customer's unique environment.

Own the creation and presentation of enterprise-grade proposals, contract terms, and commercial negotiations to secure mutually beneficial agreements.

Establish and maintain C-level relationships, positioning Iru as a mission-critical strategic partner for digital transformation and risk management initiatives.

Leverage CRM tools and forecasting methodologies to maintain precise pipeline visibility, accurately predict revenue, and ensure consistent quota attainment.

Champion customer retention and expansion strategies, identifying opportunities for cross-sell and upsell within existing Iru deployments to maximize customer lifetime value.

Act as a key reference and thought leader in the enterprise security and identity management space, contributing to Iru's reputation for excellence.

Drive the adoption of Iru's platform within key accounts by developing and executing targeted training and enablement programs for IT and security teams.

Partner with the Customer Success organization to ensure smooth onboarding, implementation, and ongoing value realization for new enterprise clients.

Analyze competitive landscapes and market trends to refine Iru's positioning and messaging against alternative security and compliance solutions.

Represent Iru at industry conferences, analyst briefings, and high-profile customer events to amplify the brand's market presence.

Requirements

You possess a Bachelor's degree or equivalent practical experience, demonstrating a foundational knowledge of business, technology, or a related discipline.

You bring a minimum of eight years of progressive experience in enterprise software sales, with a proven track record of selling complex, multi-year solutions.

You have a history of exceeding demanding sales quotas and consistently delivering strong pipeline generation and conversion results in previous roles.

You hold current and valid eligibility to work in the United States without requiring sponsorship, and you are authorized to work in the location stated for this position.

You have direct, hands-on experience selling enterprise-grade security, IT infrastructure, or compliance automation platforms to large organizations.

You demonstrate a deep understanding of security frameworks, identity management, endpoint protection, and the business implications of compliance regulations.

You are highly proficient in navigating complex B2B sales processes, including stakeholder mapping, executive sponsorship, and consensus building.

You possess exceptional communication and presentation skills, capable of tailoring your message to diverse audiences, from technical practitioners to board-level executives.

Nice to have

Experience in AI, security, or identity management roles is preferred, as this will provide contextual expertise for consultative selling.

Familiarity with industry-leading security and IT service providers such as ServiceNow and AWS is advantageous for competitive positioning.

A background in a remote-first or distributed team environment is beneficial for effective collaboration within Iru's global operations.

Practical notes

This role is full-time and remote-based in the New York City area.

Candidates must be able to start promptly and commit to a full-time schedule.

Successful candidates must meet the eligibility requirements to work in the United States without sponsorship.

Travel is not required for this position.

Visa sponsorship is not available for this role.

This is an at-will employment position.