Founding Account Manager, Iru Labs

About the Role

You are the first commercial strategist for a brand-new product moving within Iru Labs, a dedicated initiative inside the parent company Iru. In this capacity, you own the entire commercial journey of a single product motion, guiding it from a nascent idea to a recognized market solution. Your primary mission is to prospect, sell, onboard, and retain customers for this specific offering, ensuring deep adoption by engineering teams over the long term. You will act as the vital link between the product builders and the market, translating user feedback into actionable insights that refine the vision. This position requires you to establish the initial go-to-market strategy and define the commercial narrative for the product. You will manage the full customer lifecycle, from the first conversation through expansion and renewal, ensuring consistent value realization. By embedding yourself within the product team, your daily interactions will directly shape the roadmap and future features of the Iru Labs motion.

Key facts

What you'll do

• Generate demand and spark interest among growth-focused companies and their leadership teams regarding the Iru Labs product motion.
• Identify and engage with the specific individuals within target organizations who hold security and identity needs, ensuring alignment with the product's value.
• Coordinate product demonstrations and manage trial access to ensure engineering teams clearly perceive the distinct value and accelerate adoption.
• Own the initial sale and transition seamlessly into ensuring the account remains active, healthy, and continues to derive tangible value from the solution.
• Monitor product usage data to identify expansion opportunities and guide conversations aimed at retaining logos and increasing account value over time.
• Partner with external organizations and integrations to ensure alliances feel natural and aligned with the product's core value proposition in the market.
• Track specific metrics such as expansion revenue and trial-to-paid conversion rates to refine your sales approach and optimize performance.
• Educate internal stakeholders regarding pricing, security, and compliance topics to streamline every interaction and remove friction from the buying journey.
• Analyze competitor actions and user feedback to provide critical input that influences future product features and roadmap decisions.
• Serve as the foundational commercial owner, establishing the go-to-market strategy and defining the commercial identity of the Iru Labs product in the market.

Requirements

You must possess three to five years of direct B2B sales experience within fast-paced software environments where products evolve quickly and priorities shift rapidly. A Bachelor's degree is required, or you must demonstrate equivalent practical experience in a relevant discipline that provides a strong foundational knowledge base. You must be capable of explaining intricate technological concepts to both technical engineers and non-technical executives with clarity and confidence, bridging the gap between complex product details and business value. Comfort with self-directed work is necessary, as you will operate with a high degree of autonomy to meet demanding revenue objectives and quotas. You must be comfortable wearing multiple hats and navigating ambiguity while maintaining a disciplined approach to sales execution and pipeline management. The role requires resilience and a growth mindset to thrive in a startup environment where processes are often unestablished and innovation is constant. You must be proactive in seeking feedback and using data to inform your outreach and engagement strategies with potential customers. The ability to build trust quickly and establish credibility with senior-level stakeholders is essential for landing accounts and securing long-term partnerships.

Nice to have

Prior experience selling to early-stage startups is highly valued as it provides a deep understanding of the unique challenges and dynamics these organizations face. Specific experience selling products related to artificial intelligence or identity management is considered a strong advantage, offering contextual knowledge that can accelerate your effectiveness in the role.

Practical notes

No specific software tools are mandated for this role at this time. For the most current application procedures and requirements, please consult the official apply page directly to ensure you submit all necessary materials and information in a timely manner.