Founding Account Executive, Workforce Identity

Iru•Miami, FL

6d•Onsite

About The Position

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 As a Founding Account Executive, Workforce Identity, you will play a pivotal role in launching and scaling Iru’s next major growth engine — Workforce Identity. This is a highly visible overlay role designed for top-performing sellers with deep experience in identity and access management, SSO/MFA, and directory modernization. You’ll work across Iru’s global sales organization, supporting Account Executives and Customer Success Managers on strategic identity deals, while also carrying your own quota for new business. Your goal: help customers simplify identity, unify access, and secure users in a cloud-first, AI-driven world. This is a rare opportunity to join at the ground floor of a breakout product line — shaping the motion, influencing product direction, and establishing yourself as a go-to identity expert inside one of the fastest-growing companies in security and IT.

Requirements

8+ years of SaaS sales experience, with 4+ years focused on identity, access management, or security SaaS
Consistent top-quota performance in mid-market and enterprise segments; proven success closing six-figure ARR deals
Strong understanding of identity architecture, SSO/MFA, SCIM, directory services, lifecycle management, and zero trust principles
Proven ability to lead complex sales cycles with both technical and executive stakeholders
Familiarity with sales methodologies such as SPICED and Winning by Design, with a focus on outcome-based selling
Excellent written, verbal, and executive communication skills
Ability to operate independently, influence cross-functionally, and thrive in a fast-paced, high-accountability culture
Bachelor’s degree or equivalent experience required
Required to work on-site 5x per week in our Miami (Coral Gables) office

Responsibilities

Own and close complex, multi-stakeholder opportunities in workforce identity and access management
Partner with AEs across Commercial, Mid-Market, and Enterprise to strengthen positioning, qualification, and technical validation
Build credibility with CISOs, IT leaders, and Security Architects through consultative, value-based selling
Help codify the go-to-market playbook for Workforce Identity, from discovery through procurement
Develop talk tracks, competitive positioning frameworks, and sales enablement assets to help the broader team sell effectively
Collaborate with Product and Marketing to ensure field readiness for new capabilities and integrations
Work closely with Sales Engineering to craft compelling demos and evaluation experiences
Partner with GTM Programs, Enablement, and Customer Success to drive adoption and expansion within existing accounts
Serve as a hands-on player-coach, modeling excellence and elevating the entire sales org’s ability to sell identity