The Role
Leads and coaches a team of SDRs in a high-volume outbound B2B SaaS sales motion. Owns activity standards, pipeline generation, meeting quality, CRM hygiene, conversion tracking, coaching, performance accountability, hiring, onboarding, and rep development. Partners with sales leadership to improve qualified opportunity creation and pipeline contribution.
Summary Generated by Built In
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
We're hiring a Manager, Sales Development to lead a team of SDRs in our Miami office.
This is a true frontline leadership role inside a highly structured outbound motion. Our SDR team is responsible for generating qualified pipeline through disciplined, high-activity prospecting. This is a performance-driven environment that requires intensity, consistency, and strong coaching.
In this role, you'll own daily execution, activity standards, meeting quality, and pipeline contribution for your pod. You'll report to the Head of GTM Programs and partner closely with sales leadership to ensure SDR-generated meetings convert into qualified opportunities.
This role is for someone who understands that pipeline is built through repetition, coaching, and accountability.
What You'll Do
- Lead and coach a team of SDRs in a structured, high-activity outbound motion
- Drive daily execution standards across calls, email, LinkedIn, and sequencing
- Own pipeline creation targets (primarily for AEs; secondarily for CSM expansion motions)
- Hold reps accountable to activity benchmarks and meeting quality thresholds
- Conduct frequent call coaching, message refinement, and objection-handling training
- Monitor conversion from meeting qualified opportunity and take corrective action
- Reinforce process adherence, CRM hygiene, and data accuracy in HubSpot
- Build a disciplined culture centered on performance, improvement, and professionalism
- Hire, onboard, and ramp SDR talent effectively
What You'll Bring
- 2+ years of SDR/BDR experience in B2B SaaS
- 2+ years managing SDRs in a B2B SaaS environment
- Experience leading teams in a structured, high-volume, outbound environment
- Proven track record of hitting pipeline generation goals
- Strong coaching ability - especially on cold calling and objection handling
- Comfortability managing underperformance and driving accountability
- Operational discipline and fluency in pipeline metrics and CRM reporting
- High standards, strong presence, and resilience
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 provided
Up 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
Skills Required
- 2+ years of SDR or BDR experience in B2B SaaS
- 2+ years managing SDRs in a B2B SaaS environment
- Experience leading teams in a structured, high-volume outbound environment
- Proven track record of meeting pipeline generation goals
- Strong coaching ability, especially in cold calling and objection handling
- Ability to manage underperformance and drive accountability
- Operational discipline and fluency in pipeline metrics and CRM reporting
- High standards, strong presence, and resilience
Am I A Good Fit?
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The Company
What We Do
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.
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