Manager, GTM Operations

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're hiring a Manager, GTM Operations to lead the GTM Operations (RevOps) function at Iru. This is the team responsible for the systems, data, and processes that keep Iru's revenue engine accurate, predictable, and built to scale. Alongside GTM Engineering, GTM Operations forms one of the two pillars of our broader GTM Operations & Engineering team, and together the two functions build the operational backbone of Iru's go-to-market motion.

In this role you will support every department in Iru's GTM organization, including Sales, Sales Development, Customer Success, Solutions Engineering, and Marketing. You will partner closely with the leaders of each of these functions, as well as with the other functions on our broader revenue team: Strategy, Analytics, Programs, and Enablement.

This is a player-coach role today. You will lead a small team of one direct report that will grow over time, while staying hands-on with execution and building the operational standards, cadences, and reporting the function will run on. As the team scales, the management share of your time grows. The right person is energized by both: owning a process end-to-end and developing the team that carries it forward.

What You'll Own

• Lead the day-to-day operations of Iru's revenue engine, including the systems, data integrity, and processes that hold the GTM motion together.
• Own Sales Operations: pipeline hygiene, forecasting infrastructure, and the operational reporting Sales and Sales Development leaders rely on.
• Own Marketing Operations: lead lifecycle, scoring, attribution, and funnel reporting across the GTM org.
• Own Customer Success Operations: book-of-business management, segmentation, and the operational data behind renewal and expansion.
• Lead operational sales planning in partnership with Strategy & Analytics, including territory design, quota setting, and capacity planning.
• Partner cross-functionally with Finance, Programs, and Enablement on the operations that touch the revenue motion end-to-end.
• Partner with GTM Engineering to identify, prioritize, and operationalize automation opportunities across the GTM stack.
• Build and develop the GTM Operations team as it scales.

What You'll Bring

• 5 to 8 years in Revenue Operations or GTM Operations in B2B SaaS, with progressively increasing scope and responsibility.
• Deep HubSpot and/or Salesforce proficiency. You understand how the CRM is structured, where data breaks, and how to fix it.
• Strong analytical chops. Comfortable pulling, reconciling, and translating data across multiple systems into clear conclusions for GTM leaders.
• A track record of owning recurring operational processes with a high bar for accuracy, timeliness, and follow-through.
• Proven ability to work directly with senior GTM leaders without needing your manager in the room.
• Clear, direct communicator. You write well, escalate the right things, and don't let issues sit.
• Experience managing at least one direct report, with the maturity to develop talent while staying close to the work.
• Tool-curious. You don't need to be an engineer, but workflow tools like n8n or Zapier should be on your radar.

Nice to Have

• Experience with BI tools (Hex, Looker, Mode, or similar).
• Familiarity with Stripe or other billing systems.
• Exposure to a GTM Engineering or Growth Engineering function.
• Background supporting both Sales and CS motions across multiple segments.
• Background supporting Marketing functions.

What Success Looks Like

• Revenue data is trusted across the organization, with GTM leaders and Finance confident in the numbers they see.
• Pipeline hygiene and forecasting cadences are owned by GTM Operations and run reliably without senior escalation.
• The operational layer of Sales and CS motions runs on predictable, well-communicated cadences.
• GTM leaders describe Operations as reliable, proactive, and easy to work with.
• Operational requests are triaged and resolved before they require senior leadership attention.
• The GTM Operations team is growing in capability, producing higher-quality work and operating with increasing independence.