Account Executive, Enterprise

About the role

You will own the end-to-end sales cycle for strategic enterprise deals, acting as the primary commercial leader and trusted advisor to C-level stakeholders within target accounts. You will leverage a deep understanding of unified identity, endpoint security, and compliance automation to frame Iru's platform as the critical solution for modern security operations. You will navigate complex enterprise buying committees, aligning multiple stakeholders and building consensus around a compelling business case for transformation. You will articulate how AI-powered orchestration across UEM, EDR, and compliance delivers tangible time and control back to security and IT teams. You will establish and maintain a rigorous pipeline of opportunities, forecasting with accuracy and continuously refining your approach based on market feedback. You will collaborate closely with Customer Success and Implementation teams to ensure seamless onboarding and adoption, reinforcing Iru's value post-sale. You will represent Iru with professionalism and integrity, embodying the company's mission to redefine digital security management for the world's fastest-growing companies.

Key facts

What you'll do

Develop and execute a strategic account plan for each target enterprise customer, identifying key decision-makers, mapping stakeholder influence, and aligning Iru's capabilities with specific business objectives.

Lead discovery sessions and executive-level conversations to uncover critical security and IT operational challenges, translating complex needs into a clear value proposition for the Iru platform.

Build and maintain strong relationships with C-suite executives, including CIOs, CISOs, and CFOs, positioning Iru as an indispensable partner in achieving strategic digital transformation goals.

Orchestrate cross-functional collaboration with Product, Engineering, and Customer Success teams to tailor demonstrations, address technical inquiries, and refine solution fit throughout the sales cycle.

Create and present compelling business case presentations that quantify ROI, reduce operational risk, and highlight the competitive advantages of unified identity, endpoint, and compliance management.

Manage the full sales pipeline from initial prospecting through contract negotiation, ensuring rigorous forecasting, accurate opportunity scoring, and consistent deal progression.

Leverage Iru's differentiators in AI-powered orchestration to drive competitive differentiation, articulating clear advantages over fragmented point solutions and legacy security tools.

Partner with Customer Success to ensure smooth onboarding, adoption planning, and ongoing relationship management, reinforcing Iru's commitment to delivering immediate and sustained value.

Identify and pursue expansion and upsell opportunities within existing customer accounts, driving additional revenue through cross-sell and upsell initiatives aligned with platform evolution.

Act as a primary source of market feedback and customer insights, sharing qualitative and quantitative data with product and marketing teams to inform roadmap priorities and messaging.

Maintain a thorough understanding of the competitive landscape, including ServiceNow, AWS, and other security vendors, to effectively position Iru's unique value and address comparative objections.

Utilize data and analytics to optimize sales activities, track key performance indicators, and continuously refine sales strategies to improve conversion rates and cycle times.

Engage in thought leadership activities, such as industry events and targeted content creation, to elevate Iru's brand presence and strengthen trust with enterprise prospects.

Demonstrate exceptional written and verbal communication skills, crafting clear, persuasive narratives that resonate with technical and executive audiences across diverse industries.

Requirements

Must reside in or be willing to relocate to the Chicago area while maintaining the flexibility to work remotely for this fully remote-capable role.

Must possess a Bachelor's degree or equivalent practical experience and demonstrate a proven track record in enterprise software sales.

Must have a minimum of five years of progressive experience in selling complex B2B solutions, with a strong background in security, IT, or SaaS domains.

Must have a history of consistently exceeding quota and achieving or surpassing sales targets in previous roles.

Must be comfortable engaging with executive-level stakeholders and navigating enterprise-grade sales cycles that involve multiple decision-makers.

Must have in-depth experience with consultative selling methodologies and the ability to uncover customer needs through strategic questioning.

Must be highly proficient with CRM tools, sales analytics platforms, and collaboration software to manage pipeline, forecast accurately, and document interactions.

Must possess strong negotiation skills and the ability to articulate clear contract terms, service level expectations, and commercial terms with legal and finance teams.

Nice to have

Experience with AI, security, or compliance platforms is preferred, as it provides relevant context for articulating Iru's value proposition.

Prior success selling to enterprise customers in the technology, finance, or professional services sectors is advantageous.

Familiarity with ServiceNow, AWS, and major cloud platforms helps in positioning Iru within existing technology ecosystems.

Practical notes

This role is fully remote-capable, with the expectation of occasional travel to customer sites and industry events when necessary.

No specific visa sponsorship details or working hour commitments are outlined in this job description.

Candidates are encouraged to apply promptly to ensure timely consideration in a growing and dynamic hiring process.