GTM Operations 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 Cursor, Vercel, 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 Operations Manager, an experienced individual contributor role with end-to-end ownership at the center of Iru's revenue engine. GTM Operations is the revenue operations (RevOps) function at Iru: the systems, data, and processes that keep our go-to-market motion accurate, predictable, and built to scale across a global GTM organization spanning NAMER, EMEA, and APAC.

Iru runs quotas, comp plans, and commissions in-house, and GTM Operations runs the operating layer behind them and the rest of the revenue motion: commissions cycles, ARR reconciliation, pipeline, routing, books and territories, and forecast support across Sales, Sales Development, Customer Success, Channel, Solutions Engineering, Marketing, and MSP. You won't carry all of this alone. Day one, you'll take outright ownership of two or three of these processes, expand your scope as you establish them, and focus deepest where your strengths and the business's priorities align.

We run lean by design: you'll own your processes directly instead of routing work through layers, and GTM Engineering partners with you to automate the repetitive part. You'll report to the leader of our GTM Operations team and work directly with GTM Leaders and Finance. If you're an operator who takes a process from intake to output and sweats accuracy because payroll depends on it, we'd love to talk.

What You'll Do

This is the full surface our team runs. Your ownership starts with a slice of it and grows:

• Enforce pipeline compliance (stage hygiene, required fields, close dates) and maintain the views and roll-ups behind the weekly forecast cadence

• Operate lead and deal routing in HubSpot and resolve routing, ownership, and attribution disputes quickly and in writing

• Manage books and territories: CS book rebalancing, AE account swaps and limits, segment assignments, and territory planning support with Strategy & Analytics

• Run rep lifecycle operations across the GTM stack (HubSpot, DealHub, Gong, Orum, Apollo) as reps join, move, or depart

• Run the monthly commissions cycle, from field review and flag resolution through the validated payout file Finance approves and runs payroll on

• Own monthly ARR reconciliation across HubSpot, Stripe, and Hex, resolving discrepancies before they reach leadership

• Run quarterly comp plan issuance: validation against the approved roster, test sends, and DocuSign routing

• Maintain HubSpot data integrity by preventing duplication and bad data

• Audit deal origin and attribution so sourcing credit and commissions land correctly

• Triage operational requests from the field, fix root causes rather than symptoms, and partner with GTM Engineering to automate whatever recurs

• Own maintenance of AE/CSM/SDR/SE and the corresponding manager dashboards in HubSpot, incorporating new fields, views, and stakeholder requests as needs evolve

• Partner with Enablement to build repeatable training on our systems and tooling rather than one-off sessions

• Document the processes you run in Notion so nothing depends on any one person

What You'll Bring

• 4+ years (typically 4 to 7) in Revenue Operations, GTM Operations, or Sales/CS Operations at a B2B SaaS company

• You've owned recurring processes like forecasting, commissions, ARR reconciliation, or pipeline hygiene end to end, from intake to output, against deadlines that don't move

• Strong CRM operations fluency, HubSpot strongly preferred: you know objects, properties, workflows, routing, and reporting well enough to diagnose issues, make low-risk changes yourself, and spec complex builds for GTM Engineering

• Strong analytical skills: comfortable reconciling data across systems and turning it into a clear answer

• An automation instinct: you notice repetitive work and automate it away

• Discretion with compensation and other sensitive data

• Clear, direct communication: credible with senior GTM leaders on your own, and you escalate exceptions and risks early rather than sitting on them

• Familiarity with the modern GTM stack; we also run DealHub, Gong, Orum, Apollo, Hex, and Notion, and you don't need every tool on day one

• Commissions tooling, BI (Hex, Looker, or Mode), SQL, Stripe, or GTM Engineering exposure

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