SVP of North America Sales

Job Description: Seeking a strategic, transformational sales leader adept at navigating the complexities of selling a hybrid hardware (IoT) and software (SaaS) solution. This individual must possess deep respect for and experience optimizing channel partnerships, coupled with a proven aggressive track record of building and scaling direct enterprise sales teams. They are masters of change management, capable of designing dynamic incentive and territory models to drive net‑new revenue while proactively preventing channel and inter‑team conflict.

The candidate operates effectively within budget constraints, demonstrating the ability to allocate resources to maximize program impact. Must be a commanding presence with resellers and end customers and able to deliver dynamic and polished presentations on the “big stage” at public events. Crucially must possess the experience, drive, and ambition to grow into a future global sales leader.

Location: Austin

Department: Sales

• Dual GTM Leadership: 10+ years in senior sales leadership (VP/SVP) with verifiable experience managing indirect channel ecosystems (VARs, SIs, distributors, OEMs) and direct enterprise sales teams.
• IoT & SaaS Fluency:
  Proven history selling hybrid solutions. Must understand dynamics of company and partner IoT hardware alongside recurring revenue (ARR/MRR) mechanics of SaaS.
• Transformational Growth:
  Experience leading a company through a GTM pivot—specifically adding a direct sales motion to a legacy channel model without alienating key partners.
• Revenue Scaling:
  Track record of taking companies through specific revenue growth stages (e.g., scaling from $100M to $500M+ ARR).
• Rev Ops & Infrastructure:
  Experience collaborating closely with Revenue Operations to construct necessary CRM infrastructure, forecasting models, and attribution rules for a dual‑motion sales organization.
• Market Fluency:
  Experience in multiple market segments to evaluate market potential and craft solutions that are tailored fit for each market.

• Define clear swim lanes (e.g., segmenting by account size, vertical, or geography) to prevent direct reps from cannibalizing channel partners.
• Expertise in co‑selling models and channel incentive strategies.

• Recruit, coach, and retain high‑performing sales teams and sales leaders who can navigate complex, multi‑stakeholder technical sales cycles.
• Develop sales playbooks, value propositions, and sales methodologies tailored to the IoT/SaaS space.

• Orchestrate capture teams to win complex and highly competitive RFPs.
• Financial acumen to construct hybrid contracts that balance one‑time hardware purchases with recurring software subscriptions.
• Navigate policy and legal obstacles to win large enterprise customers.
• Negotiate complex Enterprise License Agreements (ELAs) and hardware warranties.

• Strong executive presence to align the board, CEO, Marketing, and Product teams around the sales strategies.
• Emotional intelligence to manage the cultural shift from a partner‑first mentality to a customer‑first, partner‑assisted mentality.

• Understanding of P&L management, gross margin analysis (both hardware COGS and SaaS), and strategic allocation of budget to maximize program ROI.
• Assess competitive positioning and market threats, translating insights into actionable GTM pivots and strategic resource deployment.
• Present to C‑level executives, the board, and investors, articulating sales vision, forecasts, and strategic GTM shifts in a financially grounded manner.

• Competitive medical, vision, and dental plans (including company‑offset premiums).
• 401(k) with company match.
• Unlimited paid time off (PTO) policy.
• Premium onsite workspace with communal meals, recurring social events, and fully stocked work spaces.
• Individual compensation packages based on job‑related skills, experience, qualifications, work location, training, and market conditions.

Equal Employment Opportunity: Brivo is an equal employment opportunity employer and values diversity. Qualified candidates are considered for employment without regard to race, religion, gender, gender identity, sexual orientation, national origin, age, military or veteran status, disability, or any other characteristic protected by applicable law. If you require reasonable accommodations during the application or interview process, please inform us.