Sales Manager, Commercial & Mid-Market

Department: Sales

Employment Type: Full Time

Location: Austin

Reporting To: Rachel Richey

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

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.