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Iru
Iru

Sales Manager, Mid-Market

Miami, Florida, U.S.
Full-Time

TLDR

Lead a high-velocity sales team, coaching reps to build pipeline, improve conversions, and hit roll-up quota through disciplined outbound execution.

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 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. What You'll Do:

  • 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.

    • What You'll Bring:

  • Experience: 3–5+ years of frontline sales management experience, with a strong preference for Mid-Market.

  • Outbound Expertise: Proven success leading teams in a heavy outbound motion (inbound-heavy backgrounds are not a fit).

  • SaaS Background: Experience at a tier-one SaaS company with strong sales rigor and performance standards.

  • Rep Development: Demonstrated ability to coach and develop reps hands-on to improve execution, pipeline creation, and close rates.

  • Operational Discipline: Strong skills in forecasting, pipeline inspection, and driving a consistent sales cadence.

  • Leadership Presence: High polish and executive presence with the ability to lead with clarity and raise the bar for the team.

  • Quota Accountability: Comfort operating in a roll-up quota model and holding a team accountable to outcomes.

  • Location: Ability to work on-site 3x a week in the Miami office (Coral Gables).

    • Benefits & Perks
     
    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
     
    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. #LI-Hybrid

    Benefits

    Education Stipend

    401(K) with a 4% company match

    Equity Compensation

    Equity for full-time employees

    Free Meals & Snacks

    In-office lunch stipend provided

    Health Insurance

    100% individual and dependent medical + dental + vision coverage

    Career growth opportunities

    Exciting opportunities for career growth

    Paid Parental Leave

    Paid Family and Medical Leave

    Paid Time Off

    20 days PTO

    Remote-Friendly

    Hybrid work environment (3 days in office per week)

    Wellness Stipend

    Modern Health mental health benefits for individuals and dependents

    Iru
    Iru

    Iru builds an AI-powered security and IT platform that helps fast-growing companies secure their users, applications, and devices. By unifying identity and access management, endpoint security, and compliance automation, Iru streamlines the security process and gives IT and security teams greater control and efficiency.

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    Sales Manager
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