Director of Sales – AV Integration

Diversified•Los Angeles, CA

15d•$185,000 - $230,000•Remote

About The Position

The Director of Sales leads 6 to 8 Account Executives for Diversified, a global systems integrator delivering workplace collaboration, digital media and broadcast solutions, and managed services to corporate enterprise and higher education clients. The role owns team quota attainment and is accountable for each seller’s performance, development, and productivity. It has revenue accountability for a team quota that contributes to the West Region revenue and margin plan, covering a metro or sub-region within the West Region. The position reports to the Vice President of Sales, Central & West Region and is remote within the West Region, with travel across the territory as business requires. Compensation includes base salary plus variable incentive under the applicable sales leader plan. The Director develops and holds sellers accountable to quota and activity standards; hires, ramps, coaches, and retains talent; and helps sellers pursue complex opportunities across corporate media, managed services, and specialty practices. The role translates regional go-to-market plans into territory and account plans, grows revenue and margin through existing-client expansion and new-client acquisition, and builds relationships with consultants, owner’s representatives, general contractors, architects, and manufacturers. The Director owns the team forecast and pipeline discipline, enforces CRM data hygiene and commercial deal-governance requirements, and monitors KPIs including quota attainment, forecast accuracy, pipeline coverage, win rate, client-facing activity, and sales-cycle efficiency. The role leads strategy on major pursuits, supports effective use of presales, proposal management, and deal desk resources, ensures clean handoffs to delivery and services, and communicates market intelligence and issues to regional leadership. Success measures during the first 12 months include team quota attainment at or above plan, most tenured sellers meeting or exceeding individual quota, monthly forecast accuracy within ±5% of commit, pipeline coverage of 4× quota for every seller, improved win rate, increased specialty-practice pipeline and bookings, new sellers reaching full productivity within 12 months, and CRM opportunity-record completeness of at least 95%.

Requirements

Bachelor’s degree or equivalent experience.
At least 7 years of B2B sales experience.
Demonstrated track record of consistently achieving quota.
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 quickly based on data.
Fluency with AI-enabled selling tools and ability to drive 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.

Responsibilities

Lead, develop, and hold 6 to 8 Account Executives accountable to individual quota 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 in 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.
Hold sellers to defined time allocations across new-logo prospecting, existing-account management and expansion, and administrative work.
Remove internal process, pricing, resourcing, and cross-functional barriers that keep sellers from selling.
Identify performance gaps early and address them through documented coaching plans.
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 seller-owned territory and account plans and review 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 Diversified’s portfolio into accounts.
Build relationships with consultants, owner’s representatives, general contractors, architects, and manufacturers to provide seller 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 to 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 on 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 and bring a recommended solution.
Share territory market and competitive intelligence with the VP and regional leadership.
Travel across the territory as business requires.

Benefits

Multiple medical plan options for employees and families.
HSA and HRA company contributions.
Dental coverage, including orthodontic benefits, and vision plans.
Company-paid basic life and AD&D coverage.
Short-term and long-term disability insurance.
Employee Assistance Program (EAP).
Three weeks of paid time off, plus company holidays and floating holidays.
401(k) with company match.
Paid maternity leave.
Healthcare and dependent care Flexible Spending Accounts (FSA).
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.
Competitive compensation.