SVP of North America Sales

About the role

The ideal candidate will lead a team selling a hybrid hardware (IoT) and software (SaaS) solution, focusing on direct enterprise sales while maintaining strong 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 RFPs and construct hybrid contracts balancing hardware purchases with software subscriptions.
• Manage financial aspects of sales, including Gross Margin analysis and budget allocation.
• Lead change management initiatives to shift from a "partner-first" to a "customer-first, partner-assisted" mentality.
• Present to C-level executives, the Board, and investors, articulating sales vision and strategic GTM shifts.

Requirements

• Dual GTM Leadership: 10+ years in senior sales leadership with experience managing both indirect channel ecosystems and direct enterprise sales teams.
• IoT & SaaS Fluency: Proven history selling hybrid solutions, understanding IoT hardware and SaaS recurring revenue mechanics.
• Transformational Growth: Experience leading a company through a GTM pivot, specifically adding a direct sales motion to a legacy channel model.
• Revenue Scaling: Track record of taking companies through specific revenue growth stages (e.g., scaling from $100M to $500M+ ARR).
• RevOps & Infrastructure: Experience collaborating with Revenue Operations to construct CRM infrastructure, forecasting models, and attribution rules.
• Market Fluency: Experience in multiple market segments to tailor solutions to each market.

Qualifications

• Strategic Channel Management & Conflict Mitigation: Ability to define clear "swim lanes" and co-selling models, expert in channel incentive strategies.
• Direct Team Building & Execution: Recruiting, coaching, and retaining high-performing sales teams and leaders, developing sales playbooks and methodologies.
• Complex Deal Capture: Ability to orchestrate capture teams for winning complex RFPs, financial acumen for constructing hybrid contracts, and experience navigating policy and legal obstacles.
• Change Management & Cultural Leadership: Strong executive presence to align stakeholders, emotional intelligence to manage cultural shifts, and experience in executive-level presentations.
• Business Acumen: Understanding of P&L management, Gross Margin analysis, strategic budget allocation, assessing competitive positioning, and translating insights into actionable GTM pivots.

Skills

• Strategic Channel Management & Conflict Mitigation: Define clear "swim lanes," co-selling models, and channel incentive strategies.
• Direct Team Building & Execution: Recruit, coach, retain, and develop high-performing sales teams and leaders, develop sales playbooks and methodologies.
• Complex Deal Capture: Navigate complex RFPs, construct hybrid contracts, and manage financial aspects of sales.
• Change Management & Cultural Leadership: Align stakeholders, manage cultural shifts, and present to C-level executives, the Board, and investors.
• Business Acumen: Understand P&L management, Gross Margin analysis, strategic budget allocation, assess competitive positioning, and translate insights into actionable GTM pivots.

Benefits

Brivo offers a comprehensive benefits and perks package including competitive medical, vision, and dental plans, a 401(k) with company match, and an unlimited Paid Time Off (PTO) policy. Total 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 position