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Position Overview

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.

Location: Northeast U.S. (Mid-Atlantic, Philadelphia, New York, New England)
Reporting to: Vice President, Northeast Region

Key Responsibilities

Account Executive Leadership & Development

• 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

Sales Execution & Pipeline Growth

• 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

Client Engagement & Market Expansion

• 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

Specifier & Partner Ecosystem Development

• 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

Operational Cadence & Internal Alignment

• Establish and lead regular team cadences, including:

• Weekly pipeline and forecast reviews (aligned with existing pipeline review motions such as Sales / Ops: Pipeline Review)

• 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

Performance Management

• 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

Qualifications

• 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

Key Success Metrics

Growth and development of AE talent across the region

Increased pipeline generation and coverage ratios

Improved sales velocity and win rates

Expansion of client engagement and new business opportunities

Achievement of individual team member quotas