SVP of North America Sales

About the role

The ideal candidate will lead a transformational sales strategy for a hybrid hardware (IoT) and software (SaaS) solution, focusing on building and scaling direct enterprise sales teams while maintaining and optimizing channel partnerships.

Responsibilities

• Define clear "swim lanes" to prevent direct reps from cannibalizing channel partners.
• Develop sales playbooks, value propositions, and sales methodologies tailored to the IoT/SaaS space.
• Navigate complex, highly competitive RFPs and construct hybrid contracts balancing one-time hardware purchases with recurring software subscriptions.
• Manage financial aspects of sales, including Gross Margin analysis and strategic allocation of budget to maximize program ROI.
• Present to C-level executives, the Board, and investors, articulating sales vision, forecasts, and strategic GTM shifts in a financially grounded manner.

Requirements

• Proven experience managing both indirect channel ecosystems and direct enterprise sales teams.
• Experience leading a company through a GTM pivot, specifically adding a direct sales motion to a legacy channel model.
• A track record of taking companies through specific revenue growth stages (e.g., scaling from $100M to $500M+ ARR).
• Experience collaborating closely with Revenue Operations to construct CRM infrastructure, forecasting models, and attribution rules for a dual-motion sales organization.
• Experience in multiple market segments to enable accurate evaluation of market potential and crafting solutions that are a tailored fit for each market.

Qualifications

• Strategic Channel Management & Conflict Mitigation: Ability to define clear "swim lanes" to prevent direct reps from cannibalizing channel partners. Expertise in co-selling models and channel incentive strategies.
• Direct Team Building & Execution: Skilled at recruiting, coaching, and retaining high-performing sales teams and sales leaders who can navigate complex, multi-stakeholder technical sales cycles. Ability to develop sales playbooks, value propositions, and sales methodologies tailored to the IoT/SaaS space.
• Complex Deal Capture: Ability to 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. Experience navigating policy and legal obstacles to win large enterprise customers. Experience negotiating complex Enterprise License Agreements (ELAs) and hardware warranties.
• Change Management & Cultural Leadership: 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.
• Business Acumen: A strong understanding of P&L management, Gross Margin analysis (both hardware COGS and SaaS), and the strategic allocation of budget to maximize program ROI. Ability to assess competitive positioning and market threats, translating these insights into actionable GTM pivots and strategic resource deployment. Experience presenting to C-level executives, the Board, and investors, articulating sales vision, forecasts, and strategic GTM shifts in a financially grounded manner.

Skills

• Dual GTM Leadership: 10+ years in senior sales leadership (VP/SVP) with verifiable experience managing both indirect channel ecosystems and direct enterprise sales teams.
• IoT & SaaS Fluency: Proven history selling hybrid solutions, understanding the dynamics of company and partner IoT hardware alongside the 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: A track record of taking companies through specific revenue growth stages (e.g., scaling from $100M to $500M+ ARR).
• RevOps & Infrastructure: Experience collaborating closely with Revenue Operations to construct the necessary CRM infrastructure, forecasting models, and attribution rules for a dual-motion sales organization.
• Market Fluency: Experience in multiple market segments to enable accurate evaluation of market potential and crafting solutions that are a tailored fit for each market.

Benefits

Brivo offers a comprehensive benefits and perks package tailored to your work location, including competitive medical, vision, and dental plans, a 401(k) with company match, and an unlimited Paid Time Off (PTO) policy. Individual compensation packages are based on job-related skills, experience, qualifications, work location, training, and market conditions. The estimated annual base salary range is $250,000 - $275,000 per year (depending on experience) and the role is eligible for On-Target Earnings (OTE) and company equity.

Pay

$250,000 - $275,000 / year

Schedule

Full-time