Director of Sales – Northeast Region

Diversified•Philadelphia, PA

2d•Remote

About The Position

Diversified is seeking a dynamic and results-oriented Director of Sales – Northeast Region to lead the growth and performance of our Account Executive (AE) organization across key strategic markets, with a specific purview over new and developing team members. This role is focused on developing and scaling high-potential AEs, increasing sales effectiveness, and driving consistent pipeline generation and revenue conversion. This individual will directly manage a team of 6–10 Account Executives and will play a critical role in accelerating sales velocity, strengthening client engagement strategies, and enhancing overall close rates across the region.

Requirements

15+ years of B2B sales experience, with at least 7 years in a direct people management role
Proven success leading Account Executive teams and driving measurable improvements in pipeline and close rates
Strong understanding of enterprise sales processes, including opportunity management and forecasting
Experience operating in complex, solution-based sales environments
Demonstrated ability to coach and develop high-performing sales professionals
Excellent leadership, communication, and cross-functional collaboration skills

Responsibilities

Directly manage a team of 6–10 developing Account Executives across the Northeast region
Identify and cultivate high-potential talent, accelerating AE growth, performance, and career progression
Establish clear expectations around business development activity, pipeline creation, and revenue attainment
Provide hands-on coaching in territory planning, account strategy, and deal execution
Drive disciplined pipeline generation through structured prospecting and client engagement activities
Ensure strong sales velocity by reinforcing opportunity management, stage progression, and conversion best practices
Partner with AEs to increase win rates through improved qualification, solution positioning, and executive alignment
Monitor pipeline health, forecasting accuracy, and sales cycle efficiency using available reporting tools
Promote and enforce consistent client-facing activity, including unique meetings, discovery sessions, and strategic account engagement
Support AEs in developing new logos and expanding within existing accounts through proactive business development
Ensure alignment with vertical and regional growth priorities
Build, strengthen, and maintain strategic relationships within the regional specifier and stakeholder community, including Consultants, Owner’s Representatives, General Contractors, and Architects
Establish Diversified as a trusted partner early in the project lifecycle to influence opportunity origination, scope definition, and solution positioning
Develop and execute a regional engagement strategy to drive consistent visibility and collaboration within the design and construction ecosystem
Partner with Account Executives to expand access to key decision-makers and increase participation in pre-RFP and design-stage opportunities
Cultivate strong relationships with strategic vendor partners, aligning on joint go-to-market initiatives, account planning, and co-selling opportunities
Leverage vendor partnerships to enhance differentiation, improve solution positioning, and unlock new pipeline opportunities
Drive measurable regional lead generation through coordinated efforts across specifiers, stakeholders, and partners
Track and report on partner-sourced pipeline, spec-in opportunities, and ecosystem-driven revenue contribution
Establish and lead regular team cadences, including: Weekly pipeline and forecast reviews (aligned with existing pipeline review motions such as Sales / Ops: Pipeline Review), One-on-one performance and coaching sessions, Deal strategy and account planning reviews
Ensure AEs are effectively leveraging internal resources (marketing, engineering, vertical specialists) to support deal progression and client outcomes
Partner cross-functionally to remove barriers and improve sales execution efficiency
Track and manage key performance indicators, including: Pipeline generation and coverage, Client-facing business development activity, Sales velocity and cycle time, Close rates and revenue attainment
Use data-driven insights to identify trends, coach gaps, and optimize performance