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About the Role
The Director of Sales leads a team of Account Executives for Diversified, a global systems integrator delivering workplace collaboration, digital media and broadcast solutions, and managed services. This leader is responsible for team quota attainment and the performance, development, and productivity of all sellers.
Responsibilities
- Lead, develop, and hold accountable 6 to 8 Account Executives to individual quota and activity standards.
- Hire, ramp, and retain sellers, bringing new and developing sellers to full productivity on a defined timeline.
- Run weekly one-on-ones with every seller tied to activity, pipeline, and attainment metrics.
- Coach hands-on in territory planning, account strategy, qualification, and deal execution, including joining sellers on key client meetings.
- Evolve the team beyond corporate workplace selling, developing each Account Executive’s ability to identify and lead complex opportunities in corporate media, managed services, and other specialty practices.
- Hold sellers to a defined time allocation across new-logo prospecting, existing-account management and expansion, and administrative work.
- Break down internal barriers (process, pricing, resourcing, and cross-functional handoffs) so sellers spend their time selling.
- Identify performance gaps early and manage them through documented coaching plans.
- Own and deliver the team's revenue and margin plan, meeting or exceeding quota through existing-client growth and new-client acquisition.
- Translate the Central & West Region go-to-market plan into territory and account plans that each seller owns, and review those plans with sellers quarterly.
- Align seller coverage with the territory's highest-value accounts and opportunities.
- Grow the team’s mix of complex, multi-practice opportunities by partnering with practice and vertical specialists to bring the full Diversified portfolio into every account.
- Build specifier, enabler, and partner relationships (consultants, owner’s representatives, general contractors, architects, and manufacturers) that give sellers access before RFP and during design.
- Protect and grow margin through disciplined deal structuring within approved pricing thresholds.
- Own the team forecast and deliver it into the region's weekly commit calls, monthly commit, and quarterly outlook.
- Inspect pipeline health seller by seller: coverage ratio, stage integrity, and opportunity aging.
- Enforce CRM data hygiene on every seller's opportunities as a condition of forecast credibility.
- Operate within commercial deal-governance gates and approval thresholds.
- Manage to the team's KPIs: quota attainment, forecast accuracy, pipeline coverage, win rate, client-facing activity, and sales-cycle efficiency.
- Lead deal strategy on the team's largest pursuits and coach sellers through them, escalating to the VP within defined thresholds.
- Ensure sellers use presales, proposal management, and the deal desk effectively to move opportunities through the quote-to-contract lifecycle.
- Ensure clean handoff from won opportunity to delivery and services.
- Escalate issues to VP in a timely manner, bringing a recommended solution along with the problem.
- Feed market and competitive intelligence from the territory back to the VP and regional leadership.
Requirements
- Bachelor's degree or equivalent experience
- 7+ years of B2B sales experience.
- Demonstrated track record of consistently achieving quota.
- Experience in AV integration, technology solutions, or complex services selling preferred.
- Demonstrated ability to coach, mentor, or lead others, such as serving as an overlay, team lead, or manager.
- Desire to lead sellers to measurable improvement in activity, pipeline generation, win rate, and attainment.
- Fluency in CRM-based forecasting, pipeline management, and sales analytics, with the ability to course-correct from data quickly.
- Fluency with AI-enabled selling tools and the ability to drive their adoption across a team.
- Working understanding of seller compensation plans and how to use them to drive the right behavior.
- Strong grasp of integration deal economics: labor models, equipment margin, subcontracting, and project risk.
- Experience selling or coaching complex, multi-solution deals involving services, recurring revenue, or specialized technical scope.
- Credibility with executive decision makers, specifiers, enablers, and partners, and the ability to influence across Sales, Operations, and Services.
- Required travel across the territory as business requires.
Skills
- AV integration
- Technology solutions
- Complex services selling
- Coaching
- Mentoring
- Sales leadership
- CRM-based forecasting
- Pipeline management
- Sales analytics
- AI-enabled selling tools
- Seller compensation plans
- Integration deal economics
- Complex, multi-solution deals
- Executive decision making
- Specifier engagement
- Enabler engagement
- Partner engagement
- Sales influence
- Operations influence
- Services influence
Location
- Remote within West Region
Work Type
- Remote
- Full-time
Experience Level
- Director
- 7+ years of B2B sales experience
Education Level
- Bachelor's degree or equivalent experience
Salary/Compensations
- Base salary plus variable incentive
Benefits
- Multiple medical plan options
- HSA & HRA company contributions
- Dental coverage, including orthodontic benefits
- Vision plans
- Company-paid benefits
- Basic Life, AD&D
- Short-Term and Long-Term Disability insurance
- Employee Assistance Program (EAP)
- Generous paid time off — 3 weeks PTO plus company holidays and floating holidays
- 401k with company match
- Paid maternity leave
- Healthcare and Dependent Care Flexible Spending Accounts (FSA)
- Critical Illness insurance
- Hospital Indemnity insurance
- Accident Insurance
- Pet Insurance
- Homeowners and Auto Insurance
- Supplemental Life and AD&D coverage
- Legal Services
- Commuter benefits
About the Company
- Diversified is a global leader in audiovisual and media technology.
- We design and build innovative spaces and experiences for clients across industries such as corporate, entertainment, sports, retail, and government.
- Our team partners with organizations around the world to create environments that connect people through technology.
- At Diversified, you’ll work on exciting and complex projects with opportunities to grow your career.
- We offer a collaborative and flexible work environment, competitive pay and benefits, and a culture that values diversity, inclusion, and innovation.