Principal Account Executive, Workforce Identity

Principal Account Executive, Workforce Identity

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 automationcollapsing the stack and giving IT & security time and control back.

Iru is backed by some of the smartest investors in techGeneral 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 Principal Account Executive, Workforce Identity, you will play a pivotal role in launching and scaling Iru's next major growth engineWorkforce 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 lineshaping 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.

What You'll Do

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

What You'll Bring

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

Why This Role

Strategic visibility : Direct partnership with CRO and GTM leadership on Iru's newest revenue line

Career elevation : Cash compensation and equity well beyond market, reflective of the impact you'll have in this role

Impact scope : Work across all three sales segments, influencing top deals while owning your own pipeline

Market credibility : Partner with leaders and customers at the forefront of IAM innovationand help shape Iru's competitive edge

Benefits & Perks

Competitive salary

100% individual and dependent medical + dental + vision coverage

401(K) with a 4% company match

20 days PTO

Flexibility to work from anywhere for up to 30 days per year

Iru Wellness Week the first week in July

Equity for full-time employees

Lunch stipend provided Monday through Friday

Up to 16 weeks of paid leave for new parents

Paid Family and Medical Leave

Modern Health mental health benefits for individuals and dependents

Fertility benefits

Working Advantage employee discounts

Onsite fitness center

Free parking

Exciting opportunities for career growth

We are excited to be serving a significant need for a fast-growing market, and are proud of the high-performing team we have brought together so far. If you're someone who wants to engage in new, exciting projects that will challenge your skills in the best way possible, we would love to connect with you.

At Iru, we believe in fostering an inclusive environment in which employees feel encouraged to share their unique perspectives, leverage their strengths, and act authentically. We know that diverse teams are strong teams, and welcome those from all backgrounds and varying experiences.

Iru is proud to be an equal opportunity employer committed to diversity and inclusion in the workplace. Qualified applicants will be considered for employment without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, physical or mental disability, protected veteran or military status or any other status protected by applicable law.