Sales Manager, Mid-Market

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 Cursor, Vercel, 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.

Responsibilities

Team Leadership & Development: Lead, coach, and develop a team of Mid-Market Account Executives in a high-velocity, metrics-driven environment; Revenue Ownership: Own the team’s roll-up performance and drive consistent attainment against quarterly revenue targets; Sales Cadence: Build and reinforce a repeatable outbound operating cadence focusing on pipeline creation, deal progression, and conversion discipline; Pipeline & Forecasting: Run weekly pipeline reviews, forecast calls, and deal coaching to increase predictability, accuracy, and execution quality; Hands-on Coaching: Coach reps directly across discovery, qualification, multi-threading, negotiation, and close planning; Performance Management: Identify performance gaps quickly and take decisive action through coaching plans, process changes, and clear expectations; Cross-Functional Collaboration: Partner with Marketing, RevOps, Enablement, and Customer Success to ensure strong lead flow, tight handoffs, and an excellent customer experience; Metrics Optimization: Track and improve core performance metrics, including pipeline coverage, stage conversion, win rates, cycle time, rep ramp, and activity-to-meeting ratios; Culture Building: Help create a culture rooted in accountability, urgency, high trust, and continuous improvement

Requirements

3–5+ years of frontline sales management experience; Proven success leading teams in a heavy outbound motion (inbound-heavy backgrounds are not a fit); Experience at a tier-one SaaS company with strong sales rigor and performance standards; Demonstrated ability to coach and develop reps hands-on to improve execution, pipeline creation, and close rates; Strong skills in forecasting, pipeline inspection, and driving a consistent sales cadence; High polish and executive presence with the ability to lead with clarity and raise the bar for the team; Comfort operating in a roll-up quota model and holding a team accountable to outcomes; Ability to work on-site 3x a week in the Miami office (Coral Gables)

Nice to have

Mid-Market sales management experience

Benefits

Competitive salary; Hybrid work environment (3 days in office per week); 100% individual and dependent medical + dental + vision coverage; 401(K) with a 4% company match; 20 days PTO; Iru Wellness Week the first week in July; Equity for full-time employees; In-office lunch stipend provided; 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