Job Title: Executive Vice President (EVP), Sales 

Reports to: Chief Executive Officer

Location: Hybrid (Austin, TX preferred) 

About Salient

Salient Systems develops and markets open-platform video management and surveillance software used by enterprises, critical infrastructure operators, and security professionals across North America and internationally. The company offers both on-premise and hybrid-cloud solutions, enabling customers to deploy systems that match their operational, security, and compliance needs. Salient’s platform philosophy emphasizes ease of use and flexibility, best-of-breed integrations, and long-term customer value.

Salient Systems is at an inflection point. The market for video surveillance and video management is evolving rapidly—from camera-centric systems to software-driven platforms combining on-prem, cloud, analytics, and enterprise integrations. Salient is well-positioned in this transition with a differentiable platform, strong installed base, and an executive sales team aligned around disciplined growth.

The Job

This EVP, Sales role is a career-defining organization building opportunity. The mandate is clear: lead a commercial sales system working in concert with the sales leaders to deliver 3× revenue growth over a five-year horizon. This is not a turnaround or caretaker role, but a deliberate scale journey for a leader who has built and operated revenue engines at scale.

The successful candidate will inherit a fully functioning and strong sales organization with momentum, will be empowered to enhance sales organization structure, set talent standards, and shape the go-to-market strategy as a core member of the Executive Leadership Team.

Role Mandate

The EVP, Sales is Salient’s senior commercial executive with full accountability for revenue performance, sales strategy, and the evolution of the company’s go-to-market system across regions, channels, customer segments and globally. The EVP owns how the sales organization is designed and how the sales organization delivers.

Core Accountabilities 

Own company-wide revenue, bookings, and pipeline performance with accountability for achieving approximately 3× revenue growth over five years.

Design, own, and continuously evolve the sales operating system, including channel strategy, territory design, coverage models, leadership structure, forecasting discipline, compensation alignment, and KPI-driven execution cadence.

Own go-to-market strategy across regional, enterprise, strategic/OEM, and international, evolving segmentation and investment priorities as the business scales.

Own reseller, integrator, and OEM strategy including partner recruitment, tiering, enablement, rationalization, and performance management.

Build, develop, and mentor the sales leadership bench, owning succession planning, performance standards, and leadership density.

Serve as a core member of the Executive Leadership Team with authority over sales compensation design, discount governance, channel conflict resolution, and sales organization design, all working in concert with the CEO.

Success Measures

Consistent revenue and bookings performance versus plan; continued forecast accuracy and pipeline integrity; increased partner productivity; a scalable sales organization with strong leadership bench; disciplined, data-driven sales management culture.

Experience 

Required Experience

Senior-most sales leadership experience in a channel-led B2B technology company with full revenue accountability.

Demonstrated multi-year revenue scale of approximately 3× or greater through system-building.

Proven success designing scalable channel GTM architectures and upgrading sales leadership talent.

Experience in complex, solution-driven sales environments with indirect routes to market.

Bachelor’s degree or equivalent operating experience

Preferred Experience

Experience scaling revenue into the $50M–$150M+ range.

Multi-region North American leadership; OEM or international exposure a plus.

Direct ownership of sales transformation initiatives such as CRM enforcement, compensation redesign, or GTM restructuring.

Operating Style & Expectations 

Manages the executive sales leaders and sales organizational structure rather than deals.

Comfortable making early structural and talent decisions to unlock scale.

Uses data as a primary management tool and enforces accountability rigorously.

Balances near-term revenue delivery with long-term channel health.

Tools & Systems

Advanced proficiency in Salesforce-based CRM environments, forecasting discipline, and KPI-driven performance management is required.

Compensation & Equity Participation

Compensation is competitive and includes base salary, performance-based incentive compensation, and long-term incentive opportunities through equity options.

Equal Employment Opportunity
Salient Systems is an equal opportunity employer that is committed to diversity and inclusion in the workplace. We prohibit discrimination and harassment of any kind based on race, color, sex, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other protected characteristic as outlined by federal, state, or local laws.

This policy applies to all employment practices within our organization, including hiring, recruiting, promotion, termination, layoff, recall, leave of absence, compensation, benefits, training, and transfer. Salient Systems makes hiring decisions based solely on qualifications, merit, and business needs at the time.