Sales Manager (Mid-Market)

• 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
• 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

Benefits

• Health Coverage - 100% individual and dependent medical + dental + vision coverage
• Flexible Spending Account
• Equity for full-time employees
• New MacBook Pro and software setup
• Exciting opportunities for career growth
• An outstanding, inclusive culture
• 4% 401k company match
• Monthly Uber Eats meal credit
• $1,000 Home Office Equipment Stipend
• $50 monthly Internet reimbursement
• Equipment discounts
• Week long company shutdown, first week of August
• 10 Health and Wellness Days
• 12 weeks of Paid Parental Leave
• 14 Holidays

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