Full ownership of business performance, including:
Revenue growth
Gross margin and contribution margin
Services utilization and profitability
Forecast accuracy and predictability
Build and operate the business using data, metrics, and financial models
Regularly analyze performance drivers and take corrective action based on:
Unit economics
Funnel efficiency
Services attach, margin, and capacity utilization
Identify and execute against the highest-impact financial and operational levers to improve growth and profitability
Own and execute the GTM strategy across direct and partner-assisted sales motions
Lead revenue planning, quota setting, and capacity modeling
Establish strong operating rigor around:
Pipeline coverage, quality, and velocity
Conversion rates and sales productivity
Forecast inspection and variance management
Hire, develop, and hold accountable high-performing sales leaders and frontline managers
Partner with product and marketing to translate market and services signal into:
Roadmap prioritization
Enterprise-ready messaging and packaging
Build executive-level relationships with strategic customers and partners
Act as the primary business advocate within Idera leadership, clearly articulating performance, risks, and opportunities through data.

5+ years of experience in B2B software
Significant senior leadership experience in revenue, sales, or GM roles
Demonstrated analytical and financial acumen, including:
Comfort owning a P&L
Strong understanding of SaaS and services unit economics
Ability to diagnose performance issues using data and financial models
Proven experience leading and scaling professional services teams in a software business
Track record of integrating services into GTM motions to drive measurable software growth
High bias for action, with comfort operating in ambiguous, performance-driven environments.

An Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

General Manager – Developer Tools

Key skills