Sales Manager, Mid-Market

Iru•Miami, FL

2d•Hybrid

About The Position

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.

Requirements

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

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, accuracy, and execution quality.
Coach reps directly across discovery, qualification, multi-threading, negotiation, and close planning.
Identify performance gaps quickly and take decisive action through coaching plans, process changes, and clear expectations.
Partner with Marketing, RevOps, Enablement, and Customer Success to ensure strong lead flow, tight handoffs, and an excellent customer experience.
Track and improve core performance metrics, including pipeline coverage, stage conversion, win rates, cycle time, rep ramp, and activity-to-meeting ratios.
Help create a culture rooted in accountability, urgency, high trust, and continuous improvement.