Director of Sales – AV Integration

Diversified•San Francisco, CA

13d•Remote

About The Position

The Director of Sales leads a team of 6 to 8 Account Executives for Diversified, a global systems integrator serving Corporate Enterprise and Higher Education clients with workplace collaboration, digital media and broadcast solutions, and managed services. The role owns team quota attainment and is accountable for each seller’s performance, development, and productivity. It reports directly to the Vice President of Sales, Central & West Region and covers a metro or sub-region within the West Region. The position is remote within the West Region, with base salary plus variable incentive under the applicable sales leader plan. The Director leads, develops, and holds sellers accountable for quota and activity standards; hires, ramps, and retains talent; coaches sellers on territory and account planning, qualification, and deal execution; and develops the team’s ability to sell complex opportunities across corporate media, managed services, and specialty practices. The role owns the team revenue and margin plan, translates regional go-to-market plans into seller-owned territory and account plans, and builds relationships that enable early access to opportunities. The Director owns team forecasting and pipeline discipline, manages performance against sales KPIs, and leads strategy on major pursuits. The role partners with practice and vertical specialists and ensures effective use of presales, proposal management, and deal desk resources, as well as clean handoffs from won opportunities to delivery and services. Success measures include quota attainment, forecast accuracy, pipeline coverage, win-rate improvement, growth in specialty-practice sales, new-seller productivity, and CRM record completeness.

Requirements

Bachelor’s degree or equivalent experience.
At least 7 years of B2B sales experience.
Demonstrated track record of consistently achieving quota.
Ability to coach, mentor, or lead others, such as 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 quickly using data.
Fluency with AI-enabled selling tools and ability to drive their adoption across a team.
Working understanding of seller compensation plans and how to use them to drive appropriate behavior.
Strong grasp of integration deal economics, including 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 ability to influence across Sales, Operations, and Services.
Willingness to travel across the territory as business requires.

Nice To Haves

Experience in AV integration, technology solutions, or complex services selling.

Responsibilities

Lead, develop, and hold 6 to 8 Account Executives accountable to individual quotas 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 focused on activity, pipeline, and attainment metrics.
Coach sellers on territory planning, account strategy, qualification, and deal execution, including joining key client meetings.
Develop sellers’ ability to identify and lead complex opportunities in corporate media, managed services, and other specialty practices.
Set expectations for seller time allocation across new-logo prospecting, existing-account management and expansion, and administrative work.
Remove process, pricing, resourcing, and cross-functional barriers that prevent sellers from selling.
Identify performance gaps early and manage them through documented coaching plans.
Own and deliver the team revenue and margin plan through existing-client growth and new-client acquisition.
Translate regional go-to-market plans into territory and account plans owned by each seller, and review those plans quarterly.
Align seller coverage with the territory’s highest-value accounts and opportunities.
Grow complex, multi-practice opportunities by partnering with practice and vertical specialists to bring the full company portfolio into accounts.
Build relationships with consultants, owner’s representatives, general contractors, architects, and manufacturers to provide 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 weekly regional commit calls, monthly commit, and quarterly outlook.
Inspect pipeline health seller by seller, including coverage ratio, stage integrity, and opportunity aging.
Enforce CRM data hygiene for every seller’s opportunities as a condition of forecast credibility.
Operate within commercial deal-governance gates and approval thresholds.
Manage team KPIs, including quota attainment, forecast accuracy, pipeline coverage, win rate, client-facing activity, and sales-cycle efficiency.
Lead deal strategy on the team’s largest pursuits, coach sellers through them, and escalate to the VP within defined thresholds.
Ensure sellers use presales, proposal management, and deal desk resources effectively through the quote-to-contract lifecycle.
Ensure clean handoffs from won opportunities to delivery and services.
Escalate issues to the VP promptly with a recommended solution.
Provide territory market and competitive intelligence to the VP and regional leadership.
Travel across the territory as business requires.