Director of Sales – AV Integration

Diversified•Chicago, IL

14d•Remote

About The Position

The Director of Sales leads a team of 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 the performance, development, and productivity of each seller. It reports directly to the Vice President of Sales, Central & West Region. The Director is accountable for a team revenue and margin plan that rolls up to the Central Region plan, with responsibility for a metro or sub-region within the Central Region. The position is remote within the Central Region and includes base salary plus variable incentive under the applicable sales leader plan. The Director leads seller development, territory and account planning, pipeline and forecast discipline, complex deal execution, and cross-functional partnerships to grow revenue and margin across Diversified's portfolio.

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 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 from 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.

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 every 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 sellers' 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 interfere with selling.
Identify performance gaps early and address them through documented coaching plans.
Own and deliver the team's revenue and margin plan through existing-client growth and new-client acquisition.
Translate the Central & West Region go-to-market plan into territory and account plans, and review the plans with sellers 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 Diversified 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 report it in weekly regional commit calls, monthly commit, and quarterly outlook processes.
Inspect pipeline health seller 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 on the team's largest pursuits and coach sellers through them, escalating 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.
Share market and competitive intelligence from the territory with the VP and regional leadership.