About the role
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 Sales Manager, Mid-Market at Iru, you will lead a team of six high-performing Mid-Market Account Executives and own the roll-up number—driving consistent quota attainment through disciplined execution, hands-on coaching, and a high-accountability culture. This role is a critical backfill and will serve as a strong “number two” to the Director, North America, helping stabilize and elevate performance across the Mid-Market business. You’ll build a team that thrives in a heavy outbound motion—creating pipeline, improving conversion, and developing reps into top performers. You will also help customers understand how Iru’s AI-powered platform unifies UEM, EDR, Vulnerability Management, Compliance Automation, and Workforce Identity to simplify and secure modern IT and security operations. Success in this role means improving day-to-day execution, raising the bar on coaching and rep development, and helping
the team consistently deliver 90–120%+ of roll-up quota. \n
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