Sales Manager, Mid-Market

Iru; Miami, Northern (FL, KY); Hybrid; USD 140,000 - 210,000; Full time

Benefits offered by this job

Hybrid work

Medical + dental + vision

401K with company match

PTO 20 days

Equity

Lunch stipend

Parental leave

Diversity & inclusion

Onsite fitness

Free parking

Job summary

Iru is seeking a Sales Manager, Mid-Market in Miami to lead a six-member team and own the roll-up number. The role emphasizes outbound pipeline creation, coaching, and accountability to lift performance across the Mid-Market business.

You will backfill and support the Director, North America, driving quota attainment and coaching reps toward higher win rates and improved forecast accuracy in a fast-growing AI-powered security platform environment.

Qualifications

• 3–5+ years frontline sales management experience, with a strong preference for Mid-Market.
• Proven success leading teams in a heavy outbound motion.
• SaaS background with strong sales rigor and performance standards.
• Demonstrated ability to coach and develop reps hands-on to improve execution, pipeline creation, and close rates.
• Operational discipline in forecasting, pipeline inspection, and cadence.
• Location: able to work on-site 3x a week in the Miami office.

Responsibilities

• Lead, coach, and develop a team of Mid-Market Account Executives in a high-velocity, metrics-driven environment.
• Own the team’s roll-up performance and drive consistent attainment against quarterly revenue targets.
• Build and reinforce a repeatable outbound operating cadence focusing on pipeline creation, deal progression, and conversion discipline.
• Run weekly pipeline reviews, forecast calls, and deal coaching to increase predictability and execution quality.
• Coach reps across discovery, qualification, multi-threading, negotiation, and close planning.
• Identify performance gaps quickly and take decisive action through coaching plans and process changes.
• Partner with Marketing, RevOps, Enablement, and Customer Success to ensure strong lead flow and solid handoffs.
• Track core metrics: pipeline coverage, stage conversion, win rates, cycle time, ramp, and activity-to-meeting ratios.
• Foster a culture of accountability, urgency, and continuous improvement.

Skills

Team leadership

Outbound selling

SaaS experience

Coaching reps

Forecasting

Pipeline discipline

Job description

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.

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.

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 providedUp 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