Sales Manager, Commercial & Mid-Market

Department: Sales

Location: Austin

Description

The Sales Manager, Commercial & Mid-Market, will play a key role in expanding management capacity, increasing pipeline generation, improving sales execution, and driving revenue growth for the North America Sell-With sales teams.

Their team will manage a portfolio of commercial and mid market opportunities through a collaborative sales motion involving customers, dealers, regional sales leadership, and internal Brivo teams.

The Sales Manager will own the strategy, coaching, inspection, and accountability required to help the team consistently achieve pipeline & revenue expectations. This manager’s Account Executives are expected to self source approximately 50% of their pipeline.

The remaining pipeline will come from company supported sources, including SDRs, Marketing campaigns, upsell and cross sell opportunities, regional sales teams, and dealer relationships.

This role requires a hands-on leader who can balance strategy, coaching, performance management, and active deal support. The appropriate level of involvement will vary by representative and opportunity. In some cases, the manager will coach behind the scenes. In others, they will participate directly in customer conversations, serve as an executive sponsor, and help drive critical deal milestones.

Key Responsibilities

• Lead and Scale the Team- Manage, coach, and develop a team of Account Executives while supporting continued team growth through thoughtful hiring, onboarding, and performance management in order to consistently achieve or exceed revenue targets.
• Increase Pipeline Generation- Build and manage a consistent pipeline generation strategy that enables each Account Executive to self source approximately 50% of their pipeline. Establish clear expectations, inspect activity and outcomes, identify gaps, and coach representatives on effective prospecting and territory development.
• Drive Sales Execution- Help the team develop account strategies, advance opportunities, navigate complex buying processes, and close business across a range of commercial and mid-market deal sizes.
• Provide Hands-On Deal Support- Adjust the level of deal involvement based on the development needs of the representative and the complexity of the opportunity. Participate directly in discovery, strategy development, customer meetings, partner alignment, proposal planning, negotiation, and closing activities when appropriate.
• Develop and Retain Talent- Create a high performance, collaborative team culture. Provide consistent coaching, establish clear performance expectations, recognize strong performance, and address development needs directly and constructively.
• Support Hiring and Onboarding- Partner with recruiting and sales leadership to attract, assess, hire, and onboard Account Executives as the team grows.
• Collaborate Across the Business- Partner closely with regional sales leadership, dealers, Marketing, Sales Development, Sales Engineering, Customer Success, Operations, and other internal teams to create pipeline, support deal execution, and improve customer outcomes.
• Own Forecasting and Performance Management- Maintain strong CRM discipline, inspect pipeline quality, drive accurate forecasts, monitor individual and team performance, and provide leadership with clear insights into results, risks, and opportunities.
• Support Strategic Customer Engagement- Travel approximately 20 to 25% to support important customer and partner conversations, strengthen executive relationships, and help advance complex opportunities.

Skills, Knowledge & Expertise

• 5 or more years of experience in commercial, mid market, or enterprise sales, including at least 2 years in a leadership role managing quota carrying sales professionals.
• Strong background as a quota carrying individual contributor with a demonstrated record of meeting or exceeding sales goals.
• Experience coaching teams on pipeline generation, opportunity management, forecasting, and closing strategies.
• Ability to adapt coaching and deal involvement based on the experience of the representative and the complexity of the opportunity.
• Experience building team and rep accountability around self sourced pipeline generation
• Strong communication, coaching, performance management, and cross functional collaboration skills.
• Ability to operate effectively in a partner influenced or channel supported sales environment.
• Strong commitment to CRM usage, pipeline visibility, data quality, and forecast accuracy.
• Willingness to travel approximately 20 to 25%.
• Bachelor’s degree required.
• Demonstrated tenure stability, averaging 2 or more years per company over the last 10 years.

Job Benefits

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 401k 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. In addition, Brivonians enjoy a robust benefits and perks package tailored to their work location.

About Us

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.

About BrivoBrivo 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.