Practice 01
Executive search for building automation and controls companies.
We recruit presidents, branch leaders, and sales, service and engineering leaders for the companies that design, install, integrate and service building controls. Our searches span independent integrators, OEM controls branches, smart-building software companies and platforms backed by private equity.
Clients
Who we work with
- Independent controls contractors and system integrators
- Master systems integrators
- Smart-building, analytics and fault detection software companies
- OEM controls branches and manufacturer-direct offices
- Integrator platforms and add-ons backed by private equity
- Security, fire and life-safety integrators
- Mechanical contractors with in-house controls divisions
Seats
Leadership roles we search
Executive
- President
- General Manager
- Chief Operating Officer
- Vice President of Operations
- Vice President of Sales and Business Development
- Regional Vice President
- Branch Manager
Functional and technical
- Director of Service
- Controls Engineering Manager
- Project Executive
- Director of Smart Buildings
- Director of Systems Integration
- Service Sales Manager
- Director of Customer Success, analytics software
Spec sheet
What we know, and why it matters in a hire
| Term | Why it matters in a hire |
|---|---|
| BACnet (MS/TP, IP, BACnet/SC) | Ask how they would move an MS/TP trunk to IP or BACnet/SC: the answer shows whether they have run real networks or only sold them. |
| DDC (direct digital control) | Every controls business still runs on DDC field work, so a leader who has programmed and checked out controllers can tell a sound estimate from a hopeful one. |
| Niagara N4 and JACE | Niagara work means integrating other makers' equipment, so it shows whether a candidate can win and deliver jobs without one manufacturer's product line behind them. |
| Modbus and LonWorks | Comfort with Modbus devices and older LonWorks networks shows a candidate can work the installed base, where much of the retrofit and service revenue sits. |
| Open vs. proprietary systems | Where a candidate stands on open versus proprietary systems predicts how they will sell and price service, and whether they will fit your model or fight it. |
| Master systems integrator (MSI) | MSI work puts the integrator on the owner's side across HVAC, lighting, access and metering, which takes consultative selling that install-focused leaders may not have. |
| Fault detection and diagnostics (FDD) | FDD turns building data into work orders, so the right hire connects software findings to technician hours and service revenue, not just dashboards. |
| ASHRAE Guideline 36 sequences | A candidate who has programmed and functionally tested Guideline 36 sequences can raise engineering standards and cut the field rework that erodes project margin. |
| OT cybersecurity | Owners' IT and security groups now review building networks, so leaders who can discuss segmentation, certificates and patching keep projects out of approval limbo. |
| MQTT | Fluency with MQTT, a lightweight publish-subscribe protocol for moving building data to the cloud, marks the rare candidate who can bridge controls and software. |
| Division 25 (Integrated Automation) | Whether a spec puts controls in Division 25 or under Division 23 can change who holds the contract and the margin, and good leaders read bids that way. |
| Recurring service and SaaS revenue | Buyers pay for recurring revenue, so a leader who has built a service and subscription book is worth more than one who only grew backlog. |
Point of view
Three hiring problems we see
The business is moving from projects to recurring revenue
Many integrators grew on new-construction installs. Owners and buyers now put more weight on service agreements, retrofits and software subscriptions. The leader who scaled installs is often not the one who builds a recurring book, so we test for that difference early.
Private equity has rewritten the president's job
Private equity sponsors have been buying regional integrators and adding branches through acquisitions. That turns a founder's job into a multi-branch operating role, with board reporting, add-on integration and an exit plan. Knowing controls is still required, but it is no longer enough for that seat.
Everyone is hiring from the same thin bench
Data center builders, OEM branches and independent integrators are chasing the same controls engineers, programmers and service leaders. The people worth hiring are usually employed and not looking. A job posting will not reach them, and a recruiter who cannot speak their language will not hold their attention.
Representative search types
Searches we take on
Illustrative of the searches we're built for, not descriptions of past engagements.
-
Illustrative
President, controls integrator backed by private equity
What this search turns on
- Moving from founder-led decisions to a multi-branch operating rhythm the sponsor can read
- Growing service agreements and recurring revenue alongside project backlog
- Integrating add-on acquisitions without losing key technicians and programmers
-
Illustrative
Branch Manager, regional integrator opening a new market
What this search turns on
- Building a local book from zero with owners, consulting engineers and mechanical contractors
- Hiring and developing the first technicians and programmers in a tight labor market
- Balancing early project wins with the service base that keeps a branch profitable
-
Illustrative
Director of Smart Buildings, analytics software company
What this search turns on
- Credibility with both facility engineers and owners' IT security groups
- Turning fault detection findings into work that service partners can sell and deliver
- Hands-on fluency with BACnet, Niagara and MQTT data integration, not just slides
How we run searches here
One partner owns every search, start to finish. We start with your business, not the job description: project and service mix, protocols, product lines and the three-year plan. That tells us whether you need a builder, an operator or a fixer.
Then we map the market by name, across independent integrators, OEM branches, mechanical contractors and software companies. The right leader rarely sits where the last one came from. Every candidate hears back within five business days.
Before anyone reaches your shortlist, we test the claims behind the acronyms. You get a written update every Friday, and we check in at 30, 60 and 90 days after the start date.
Practice lead
Led by Corey Kravitz, Founding Partner.
FAQ
Questions we hear
What does a building automation and controls executive search cover?
Greenbriar & Russell runs retained and engaged search for senior leaders in building automation and controls. That includes presidents, general managers, branch managers, and sales, service and operations leaders. It also covers technical leaders, such as controls engineering managers and directors of smart buildings. Clients include integrators, OEM controls branches, analytics software companies and platforms backed by private equity.
How do you assess technical depth in controls candidates?
We assess technical depth through specific work history, not keywords on a resume. Your partner asks candidates to walk through real jobs. Examples include migrating a BACnet network, programming Guideline 36 sequences or clearing an owner's IT security review. Reference conversations then confirm what the candidate did personally.
Can an OEM controls branch leader succeed at an independent integrator?
Yes, but the search has to test for fit with an open, multi-vendor model. Leaders from OEM branches often bring strong process, training and safety habits. The real question is whether they can sell and deliver without one manufacturer's brand behind them. We probe that directly before anyone is presented.
How long does a controls executive search take?
A Greenbriar & Russell search is planned for 10-14 weeks from kickoff to an accepted offer, in five phases. Your partner sends a written update every Friday, so you always know where the search stands. We check in at 30, 60 and 90 days after the start date.
Discuss your Building Automation & Controls search
Tell us about the seat. You'll hear from Corey directly within one business day.