Kandji
About Iru
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 Principal Account Executive, Compliance Automation, you will play a critical overlay role as we bring our new Compliance Automation product line to market. This position combines hands-on selling with high-impact mentorship and motion-building across our GTM organization. You’ll operate in a dual function, both leading strategic deals, particularly in mid-market and enterprise segments, while also serving as a trusted partner to Account Executives and Customer Success Managers across Iru. Your mandate: help customers automate the path to audit-readiness, drive faster evidence collection, and modernize how Security and GRC teams manage compliance in the AI era. This is a unique opportunity for experienced sellers from leading compliance automation companies—those ready to take a broader, more strategic seat at the table—to help shape the next category-defining platform. What You'll Do
Own and close complex, high-value opportunities within regulated or audit-sensitive verticals (tech, fintech, healthcare, SaaS) Partner with AEs across segments to strengthen discovery, qualification, objection handling, and executive alignment Build credibility with CISOs, GRC leaders, and legal teams through deep subject matter expertise and consultative selling Help define and refine the sales process for compliance automation — from first call through procurement Develop reusable talk tracks, ROI frameworks, and objection handling guides to elevate the entire field Partner with Enablement and Marketing to shape assets and field training materials Collaborate closely with Sales Engineering, Product, and GTM Operations to influence roadmap and optimize deal support Support Customer Success on expansion and renewal plays where compliance automation is part of the value story Serve as a “player-coach” within the field organization—modeling excellence, not managing it What You'll Bring
8+ years of SaaS sales experience, with 4+ years selling compliance automation, GRC, or security SaaS Consistent top-quota performance in mid-market and enterprise segments; proven success closing six-figure ARR deals Deep understanding of compliance frameworks such as SOC 2, ISO 27001, HIPAA, NIST, and GDPR Experience selling to Security, GRC, IT, and Legal 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 to build a new revenue motion 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 High-caliber peers: Collaborate with proven sellers from category leaders and raise the bar for the field 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.
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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 Principal Account Executive, Compliance Automation, you will play a critical overlay role as we bring our new Compliance Automation product line to market. This position combines hands-on selling with high-impact mentorship and motion-building across our GTM organization. You’ll operate in a dual function, both leading strategic deals, particularly in mid-market and enterprise segments, while also serving as a trusted partner to Account Executives and Customer Success Managers across Iru. Your mandate: help customers automate the path to audit-readiness, drive faster evidence collection, and modernize how Security and GRC teams manage compliance in the AI era. This is a unique opportunity for experienced sellers from leading compliance automation companies—those ready to take a broader, more strategic seat at the table—to help shape the next category-defining platform. What You'll Do
Own and close complex, high-value opportunities within regulated or audit-sensitive verticals (tech, fintech, healthcare, SaaS) Partner with AEs across segments to strengthen discovery, qualification, objection handling, and executive alignment Build credibility with CISOs, GRC leaders, and legal teams through deep subject matter expertise and consultative selling Help define and refine the sales process for compliance automation — from first call through procurement Develop reusable talk tracks, ROI frameworks, and objection handling guides to elevate the entire field Partner with Enablement and Marketing to shape assets and field training materials Collaborate closely with Sales Engineering, Product, and GTM Operations to influence roadmap and optimize deal support Support Customer Success on expansion and renewal plays where compliance automation is part of the value story Serve as a “player-coach” within the field organization—modeling excellence, not managing it What You'll Bring
8+ years of SaaS sales experience, with 4+ years selling compliance automation, GRC, or security SaaS Consistent top-quota performance in mid-market and enterprise segments; proven success closing six-figure ARR deals Deep understanding of compliance frameworks such as SOC 2, ISO 27001, HIPAA, NIST, and GDPR Experience selling to Security, GRC, IT, and Legal 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 to build a new revenue motion 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 High-caliber peers: Collaborate with proven sellers from category leaders and raise the bar for the field 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.
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