Founding Account Executive (Iru Labs)

• This role sits on one of the first products to come out of Iru Labs: a platform that runs the experience of a physical place from the moment someone walks in. It started with the screens: digital signage across offices, lobbies, retail floors, and hotel rooms. Then it grew a people layer: visitor check-in, digital and printable badges, and building access
• It brings the breadth of enterprise digital signage together with the depth of modern visitor and access management in one platform, and sells to the workplace, IT, security, facilities, and operations leaders who own that experience. It also fits with why Iru exists: Iru already governs who and what gets access across users, apps, and devices, and this product extends that to the physical space, from the front-door check-in to who can open which door
• This is a rare chance to be an early, founding-style seller on a brand-new product, with the backing and resources of an established, well-funded company behind you. As the founding Account Manager for this product, you’ll own the full customer lifecycle: prospecting, the initial sale, onboarding, expansion, and renewal. You won’t just close and hand off. You’ll land accounts, get sites live, and grow them from a first location to organization-wide
• This is a sales-led motion. You’ll drive demos, pilots, and rollouts. Your buyers are workplace, IT, security, facilities, and operations leaders. You’ll need to know how physical spaces run and what those buyers weigh: the walk-in experience, ease of use, reliability, hardware, rollouts, and security
• You’ll also work closely with product and engineering, feeding customer signal back into the roadmap as we build a repeatable motion from the ground up and define what Iru Labs looks like in the market
• Own the full sales cycle end-to-end: prospecting, initial sale, onboarding, expansion, and renewal
• Build your own pipeline through proactive outbound to workplace, IT, security, facilities, and operations leaders, plus inbound and referrals
• Run demos, pilots, and rollouts, and grow accounts from a first site to organization-wide
• Lead consultative conversations with technical and operations buyers. Drive onboarding so sites reach value fast
• Forecast accurately and manage pipeline to a clear territory plan. Feed field signal back to product and engineering
• Partner with product and engineering, feeding customer and field signal back to sharpen positioning and shape the roadmap

Benefits

• Health Coverage - 100% individual and dependent medical + dental + vision coverage
• Flexible Spending Account
• Equity for full-time employees
• New MacBook Pro and software setup
• Exciting opportunities for career growth
• An outstanding, inclusive culture
• 4% 401k company match
• Monthly Uber Eats meal credit
• $1,000 Home Office Equipment Stipend
• $50 monthly Internet reimbursement
• Equipment discounts
• Week long company shutdown, first week of August
• 10 Health and Wellness Days
• 12 weeks of Paid Parental Leave
• 14 Holidays

• Openness to coaching and a drive to continuously sharpen your craft
• Experience owning full-cycle sales, ideally with a product-led or land-and-expand motion that turns bottoms-up adoption into larger deals
• Strong consultative selling skills: you listen first, diagnose the real problem, and tailor your approach to different technical and business personas
• A track record of selling developer- or security-facing products, ideally code security, code quality, DevSecOps, or developer productivity tools. Experience at companies like Snyk, Semgrep, GitHub, GitLab, Sonar, Datadog, Twilio, or Segment is a strong signal
• Comfort in ambiguity and the energy to build in a fast-paced, early-stage environment, with a consistent history of meeting or exceeding quota
• Genuine technical proficiency: you speak credibly with engineers and security teams, understand the developer workflow (source control, CI, code review, tickets), and ramp on a complex product fast
• If you’re a full-cycle seller who knows how physical spaces run and wants to take a brand-new product to market, this is your shot to make an outsized impact early