GTM Strategy & Planning Manager

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 GTM Strategy & Planning Manager to drive the strategic initiatives, planning frameworks, and cross functional programs that shape Iru’s next phase of growth. This role reports to the Director of GTM Strategy & Analytics and sits at the center of how we make go to market decisions, from how we structure our sales organization to how we price, package, and allocate resources across segments. This is not an analytics or reporting role. Our analytics team owns dashboards, reporting, and data infrastructure. This role is the strategic complement, translating data into decisions, building the frameworks that guide the business, and leading complex, cross functional initiatives that do not have a natural owner. You will operate like an internal consultant, taking ambiguous, high stakes business questions and turning them into clear, structured recommendations, whether that is a compensation plan redesign, a territory model, a pricing analysis, or an investor diligence package.

What You'll Own Lead high impact GTM strategy and planning projects end to end such as compensation design, territory modeling, new motion planning, and segment strategy Build and evolve core revenue frameworks including quota methodology, capacity and coverage models, and resource allocation and scenario planning Drive pricing and packaging strategy, including competitive analysis, market research, and TAM and SAM modeling Own investor diligence workstreams, including data room management, timelines, and analytical deliverables Develop business value frameworks including ROI models, business cases, and value narratives that support sales and customer success Produce executive level deliverables such as board decks, strategic memos, and analytical briefs for GTM and company leadership Act as the cross functional quarterback across Sales, Finance, GTM Ops, Enablement, and SDR teams Translate analytical outputs into clear, actionable recommendations in partnership with the analytics team Support CEO and executive level strategic projects requiring fast, structured thinking

What You'll Bring 4 to 7 years of experience in management consulting, corporate strategy, BizOps, GTM strategy, sales strategy and planning, revenue operations, or strategic finance Experience in high growth B2B SaaS environments strongly preferred Proven ability to own ambiguous, cross functional problems from definition through execution Strong modeling skills with the ability to build compensation models, capacity plans, pricing analyses, and scenario models from scratch Solid understanding of SaaS GTM fundamentals including pipeline, conversion, CAC and LTV, segmentation, and quota attainment Ability to influence VP and C level stakeholders with clear, defensible recommendations Excellent communication skills, especially structured, executive level writing High ownership, strong judgment, and comfort operating with ambiguity and pace Required to work on-site 3x a week in our Miami office (Coral Gables).

Nice to Have MBA or equivalent graduate degree Background at a top tier consulting firm such as MBB or similar Familiarity with CRM and BI tools such as HubSpot, Looker, or Tableau SQL or comfort working with data beyond spreadsheets Experience with compensation design, territory modeling, or pricing strategy in SaaS Exposure to investor diligence, fundraising, or board level materials

What Success Looks Like Strategic initiatives result in clear decisions and measurable business impact Compensation and territory models are adopted, trusted, and operationalized by GTM leadership Investor diligence processes run smoothly with high quality, audit ready outputs Pricing and market insights directly influence packaging, positioning, and growth strategy Executive stakeholders view you as a trusted thought partner, not just a project owner Cross functional initiatives move faster with clear ownership and execution rigor