Sales Manager, Mid-Market

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).