Director of Sales – AV Integration

Diversified•Chicago, IL

14d•$170,000 - $210,000•Remote

About The Position

Diversified is a global audiovisual and media technology company that designs and builds technology spaces and experiences for corporate, entertainment, sports, retail, and government clients. The Director of Sales leads a team of Account Executives serving Corporate Enterprise and Higher Education clients with workplace collaboration, digital media and broadcast, solutions, and managed services. The role owns the team’s quota attainment, revenue and margin plan, and the performance, development, and productivity of each seller. It reports directly to the Vice President of Sales, Central & West Region. The position has revenue accountability for a team quota that rolls up to the Central Region revenue and margin plan, and covers a metro area or sub-region within the Central Region. It directly manages 6 to 8 Account Executives and is remote within the Central Region. Compensation consists of base salary plus variable incentive under the applicable sales leader plan. The Director hires, develops, coaches, and holds sellers accountable; translates regional go-to-market plans into territory and account plans; builds pipeline and client growth; maintains forecast and CRM discipline; guides major deal strategy; and partners across practices and functions to deliver complex opportunities. The role also develops seller capability across corporate media, managed services, and other specialty practices, supports effective deal execution and delivery handoffs, and reports market intelligence and escalated issues to regional leadership. Success measures for the first 12 months include team quota attainment at or above plan, forecast accuracy within ±5% of commit, pipeline coverage of 4× quota per seller, improved win rates, growth in specialty-practice pipeline and bookings, new sellers reaching full productivity within 12 months, and CRM opportunity-record completeness of at least 95%. Required travel across the territory is based on business needs.

Requirements

Bachelor’s degree or equivalent experience.
7+ years of B2B sales experience.
Demonstrated track record of consistently achieving quota.
Demonstrated ability to coach, mentor, or lead others, such as through an overlay, team lead, or manager role.
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 based on 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.
Ability to travel across the territory as business requires.

Nice To Haves

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

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.
Conduct weekly one-on-ones with each seller focused on activity, pipeline, and attainment metrics.
Coach sellers on territory planning, account strategy, qualification, and deal execution, including joining key client meetings.
Develop Account Executives’ ability to identify and lead complex opportunities in corporate media, managed services, and other specialty practices.
Set and enforce seller time allocation across new-logo prospecting, existing-account management and expansion, and administrative work.
Remove internal process, pricing, resourcing, and cross-functional handoff barriers that impede selling.
Identify performance gaps early and manage them through documented coaching plans.
Own and deliver the team’s revenue and margin plan, achieving quota through existing-client growth and new-client acquisition.
Translate the Central & West Region go-to-market plan into seller-owned territory and account plans and review them 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 Diversified portfolio into accounts.
Build relationships with consultants, owners’ representatives, general contractors, architects, manufacturers, and other specifiers, enablers, and partners.
Protect and grow margin through disciplined deal structuring within approved pricing thresholds.
Own the team forecast and present it in weekly regional commit calls, monthly commit, and quarterly outlook.
Inspect pipeline health by seller, including coverage ratio, stage integrity, and opportunity aging.
Enforce CRM data hygiene for every seller’s opportunities.
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 for the team’s largest pursuits, coach sellers through them, and escalate to the VP within defined thresholds.
Ensure sellers use presales, proposal management, and the deal desk effectively throughout 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.
Feed territory market and competitive intelligence to the VP and regional leadership.
Travel across the territory as business requires.