Director of Sales – AV Integration at Diversified… · San…

Position Summary

The Director of Sales leads a team of Account Executives for Diversified, a $1B Global Systems Integrator delivering workplace collaboration, digital media and broadcast, solutions, and managed services into Corporate Enterprise and Higher Education clients. This leader owns quota attainment for their team and is accountable for the performance, development, and productivity of every seller on it. The role reports directly to the Vice President of Sales, Central & West Region

Scope & Span of Control

Revenue accountability: A team quota that rolls up to the West Region revenue/margin plan. Territory: Metro or sub-region within the West Region. Direct reports: 6 to 8 Account Executives. Location & compensation: [Remote within West Region]. Base salary plus variable incentive under the applicable sales leader plan.

Core Responsibilities

Team Leadership & Talent

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.

Revenue & Growth

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.

Forecast & Pipeline Discipline

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.

Deal Execution & Cross-Functional Partnership

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.

Key Success Measures (First 12 Months)

Team quota attainment at or above plan. Majority of tenured sellers at or above individual quota. Monthly team forecast accuracy within ±5% of commit. Pipeline coverage sustained at 4× of quota for every seller. Measurable year-over-year win-rate improvement. Measurable growth in the share of team pipeline and bookings from corporate media, managed services, and other specialty practices. New sellers to full productivity within 12 months. CRM opportunity-record completeness at or above 95%.

Qualifications Education & Experience

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.

Knowledge, Skills & Abilities

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.