About Iru Labs
Iru Labs is Iru's in-house incubator. We take new products built inside Iru and bring them to market as small, founder-led teams, with the funding, brand, and engineering depth of Iru behind them. Each product runs as its own focused motion so it can move fast, find its market, and earn the right to scale.
The Opportunity
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 Iru Labs, 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 engineering teams genuinely using the product, and grow those relationships over time.
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.
What You'll Do:
Own the full sales cycle end-to-end: prospecting, initial sale, onboarding, expansion, and renewal
Build and manage your own pipeline through outbound, inbound, product-led follow-up, and developer-community engagement
Convert free and self-serve adoption into paid team and organization-wide deals through a land-and-expand motion
Run consultative, technically credible demos and conversations with engineers, tech leads, platform and security teams, and CTOs, and drive onboarding so customers reach value fast
Forecast accurately and manage your pipeline with discipline against a clear territory plan
Partner with product and engineering, feeding customer and field signal back to sharpen positioning and shape the roadmap
What You'll Bring:
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
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
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
Comfort in ambiguity and the energy to build in a fast-paced, early-stage environment, with a consistent history of meeting or exceeding quota
Openness to coaching and a drive to continuously sharpen your craft
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.
Skills Required
- Proven track record selling into workplace, IT, facilities, or operations teams
- Experience with digital signage, workplace experience, visitor and access products (Appspace, Envoy, Robin, Verkada, etc.)
- Deep understanding of digital signage, hardware rollouts, on-site software deployment, and workplace operations
- Full-cycle sales experience: prospecting through close, onboarding, expansion, and renewal
- Ability to run demos, pilots, and multi-site rollouts; drive onboarding to time-to-value
- Strong consultative selling skills and ability to engage technical and operations buyers
- Consistent record of hitting quota and comfort working in early-stage, ambiguous environments
- Openness to coaching and continuous skill development
- Multi-location deal experience
- On-site presence in Miami (Coral Gables) office three days per week
What We Do
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.
