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. They must be a commanding presence with resellers and end customers along with delivering dynamic and polished presentations on the “big stage” at public events. Crucially, they must possess the experience, drive, and ambition to grow into a future global sales leader.
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Dual GTM Leadership: 10+ years in senior sales leadership (VP/SVP) with verifiable experience managing both indirect channel ecosystems (VARs, SIs, distributors, OEMs) and direct enterprise sales teams.
- IoT & SaaS Fluency: Proven history selling hybrid solutions. They must understand 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.
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Core Skills & Competencies
1. Strategic Channel Management & Conflict Mitigation
- Ability to 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.
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2. 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.
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3. 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.
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4. 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.
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5. 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.
Brivo is a Great Place to Work-Certified™ company and the global leader in cloud-based access control and video surveillance. Following our merger with Eagle Eye Networks, we are building the only platform powerful enough to support the future of AI-driven security.
Why Your Work Matters
Innovation drives our vibe, but purpose drives our mission. You will work on essential systems that protect the health, safety, and welfare of people and property worldwide. At Brivo, your voice is heard, your talent is respected, and your contributions have a global impact.
- The Brivo Experience: We thrive on in-person collaboration and a "one-team" atmosphere. We embrace our international presence, leveraging diverse ideas and backgrounds to improve our culture and our products. To keep our global teams connected and inspired, we provide a premium onsite experience featuring communal meals, recurring social events, and fully stocked workspaces—ensuring you have everything you need to stay focused while building the future of security.
- Total Rewards: We support our people with competitive medical, vision, and dental plans (including company-offset premiums), a 401 (k) with company match, and an unlimited Paid Time Off (PTO) policy that empowers you to take the time you need to maintain a healthy work-life balance.
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. In addition, Brivonians enjoy a robust benefits and perks package tailored to their work location.
Brivo and Eagle Eye Networks have come together to create a category-defining, cloud-first platform at the intersection of AI and the physical world. Our mission is simple and ambitious: to make physical spaces safer, smarter, and more autonomous—from single-site businesses to global enterprises.
As the unified global leaders in cloud-based access control and video surveillance, we provide a comprehensive digital foundation for the built environment. By combining Brivo’s pioneering building access platform with Eagle Eye’s AI-powered video management system (VMS), we have created a system of intelligence that protects over 600 million square feet across 90+ countries. Every door, camera, and credential in our ecosystem acts as a real-time sensor, leveraging AI to prevent incidents, improve operations, and enable entirely new workflows across sectors, including commercial real estate, retail, healthcare, education, and critical infrastructure.
With a global footprint spanning headquarters in Bethesda, Maryland, and Austin, Texas, and international offices in Amsterdam, London, Bangalore, and Tokyo, we are leveraging our open APIs and cyber-secure cloud infrastructure to reshape the future of physical security. Join us as we build the world’s most robust platform for video intelligence and smart space automation. Learn more at www.brivo.com.
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.
