Director of Sales – Northeast Region

Diversified • Boston, MA

2d • $178,400 - $220,000 • 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, 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

Benefits

• Multiple medical plan options to fit you and your family’s needs
• HSA & HRA company contributions
• Dental coverage, including orthodontic benefits, and 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)
• A wide range of voluntary benefits including Critical Illness, Hospital Indemnity, Accident Insurance, Pet Insurance, Homeowners and Auto Insurance, Supplemental Life and AD&D coverage, and Legal Services
• Commuter benefits

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed