Sales Manager, SMB (Chicago)
Aikido Security · Cybersecurity
Hybrid: Chicago, IL; must live near Chicago, IL (based in or willing to relocate)
Sales managerGrowth stage23 insiders to talk to
Still open · posted 4 months ago
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Sales Manager, Mid-Market
Iru · Cybersecurity
Hybrid, 3 days/week in office: Miami; must live near Miami, FL (Coral Gables office, 3 days a week)
Sales manager
Opens the job on Iru's own careers site. Some companies ask you to create an account or click through another page first.
At a glance
What you'd actually do: Manage six Mid-Market Account Executives in a heavy outbound motion, running pipeline reviews, forecasts and coaching for an endpoint, identity and security platform.
Pay
Not listed
Pay not stated ('competitive salary')
Where you work
Hybrid, 3 days/week in office: Miami; must live near Miami, FL (Coral Gables office, 3 days a week)
Selling to
mid-market IT and security teams
How you'd sell
Mostly outbound (cold calls, emails)
Experience asked
3+ years
Your game plan for this job
0 of 5 doneMost people just hit Apply. Do these first and you show up with someone on the inside.
- 1Pick 2–3 people at IruWe found 37 current reps: 12 SDRs, 13 AEs, 1 SDR managers. SDRs reply the most; they were in your shoes recently. See them ↓
- 2Send a short, curious noteAsk about their experience, not for a referral. We write it for you, with the role and what Iru sells.
- 3Have a 15-minute chatGood questions for this role:
- What does a normal day look like for you?
- How did you land the job? What stood out in your interviews?
- The role is mostly outbound. How much is calling vs. email vs. LinkedIn?
- How is the team doing on quota? What separates the people who hit it?
- 4Apply, ideally with a referralIf the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
- 5Prep for the role playSDR interviews almost always end in a mock cold call. Practice with the Iru cheat sheet and the role-play guide.
Talk to someone at Iru before you apply
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full 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, Bumble, Plaid, Glean, Apollo, 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.
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