GTM Strategy & Planning Manager
Iru, Miami, FL, United States
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
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
#J-18808-Ljbffr
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
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
#J-18808-Ljbffr