Manager, Sales Development (Growth)

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 Notion, Cursor, Lovable, 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 are hiring a Manager, Sales Development (Growth) to build and lead a high-performing team focused on two outcomes: (1) world-class speed-to-lead on high-intent demand signals, and (2) proactive customer development coverage of select customer segments.

This is a true frontline leadership role inside a highly structured, metrics-driven motion. You will own daily execution, SLA adherence, meeting quality, and pipeline contribution across inbound/lead response and customer development. You will report to the Head of GTM Programs and partner closely with Sales, Marketing, Customer Success, GTM Ops & Enablement to turn signals into meetings—and meetings into qualified opportunities.

This role is for someone who loves building repeatable systems, coaching reps to mastery, and running a tight operating cadence without losing speed.

What You'll Do:
• Lead and coach a team of reps across two motions: Lead Response (speed-to-lead) and Customer Development (low-touch segment coverage)
• Own speed-to-lead SLAs and conversion performance across partial form fills, failed booking attempts, event leads, and other defined high-intent signals
• Build and run a disciplined queue-based operating model (intake rules, prioritization, routing, follow-up standards, and clear definitions of “done”)
• Partner with Marketing to improve ROAS and pipeline yield through tight feedback loops on lead quality, scoring/thresholds, and conversion by source
• Build and scale conversion programs across inbound surfaces and test new response channels (chat, phone line, callback workflows) with clear measurement from signal → contact → held meeting → qualified outcome
• Partner with Sales to ensure meetings are correctly routed to the right AE owner and convert into AE-qualified opportunities (SQLs) at a high rate
• Partner with Customer Success to run proactive outreach into low-touch customer segments, generating CSM meetings and surfacing expansion and risk signals
• Drive daily execution standards across calls, email, LinkedIn, and sequencing; run frequent coaching on talk tracks, objections, and written messaging
• Own data quality in HubSpot (notes, dispositions, reason codes) and partner with RevOps/RSO + Marketing Ops to instrument SLAs, routing, dashboards, and automation
• Hire, onboard, and ramp talent effectively; build a high-performance culture centered on professionalism, accountability, and continuous improvement
• Collaborate with Enablement to build durable onboarding, certifications, and ongoing reinforcement for both motions

What You'll Bring:
• 4+ years in revenue-driving roles (Sales Development, Inside Sales, Demand Conversion, or Revenue/Growth leadership) in a performance-driven environment; SaaS experience a plus
• 2+ years people leadership managing and coaching frontline teams (SDR/BDR/inside sales/lead conversion teams) to clear activity, quality, and conversion targets
• Demonstrated ability to build and run a speed-to-lead / lead response motion with tight SLAs, strong prioritization, and measurable conversion improvements
• Strong operator who can translate strategy into execution: queues, SOPs, routing rules, handoffs, scorecards, and weekly operating cadence
• Proven coaching strength across talk tracks, objection handling, and messaging (phone + written); can raise rep performance through consistent feedback and accountability
• Highly data-driven: fluency in funnel metrics, conversion analysis, and using data to diagnose issues and drive continuous improvement
• Cross-functional leadership: strong ability to partner with Marketing/Demand Gen (lead quality, scoring, ROAS) and Customer Success (coverage motions, expansion/risk handoffs)
• CRM and sales tech fluency: experience operating in HubSpot or comparable CRM (e.g., Salesforce) and comfort becoming a power user quickly; familiarity with sequencing and dialer tools (Apollo/Orum or similar) preferred
• High standards and resilience; comfortable managing underperformance directly and fairly while maintaining a strong team culture

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