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Job description
About Diversified:
Diversified is a global leader in audiovisual and media technology. We design and build innovative spaces and experiences for clients across industries such as corporate, entertainment, sports, retail, and government. Our team partners with organizations around the world to create environments that connect people through technology.
What to Expect:
At Diversified, you'll work on exciting and complex projects with opportunities to grow your career. We offer a collaborative and flexible work environment, competitive pay and benefits, and a culture that values diversity, inclusion, and innovation. If you're ready to grow, create, and make an impact, Diversified is the place to do it.
Mid Atlantic Sales Manager
Location: Sterling, VA
Reporting to: Vice President, Northeast Region
Position Overview
Diversified is seeking a dynamic and results-oriented Mid Atlantic Sales Manager 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 report into our Sterling, Virginia office, directly managing a team of 6 Account Executives across the DC and Philadelphia markets and will play a critical role in accelerating sales velocity, strengthening client engagement strategies, and enhancing overall close rates across the region.
Key Responsibilities
Account Executive Leadership & Development
Directly manage a team of 6 Account Executives across the Mid-Atlantic sub-region
Partner with the Regional VP to add 2-4 Account Executives to the Mid-Atlantic team over the next 12 months, increasing market coverage.
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
7+ years of B2B sales experience, with at least 3 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
Achievement of individual team member quotas
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
What We Offer:
We believe great people deserve great benefits. In addition to competitive compensation, we offer a comprehensive benefits package designed to support your health, financial wellbeing, and work-life balance:
Multiple medical plan options to fit you and your family's needs
HSA & HRA company contributions
Dental coverage, including orthodontic benefits, and vision plans
Company-paid benefits
Basic Life, AD&D
Short-Term and Long-Term Disability insurance
Employee Assistance Program (EAP)
Generous paid time off - 3 weeks PTO plus company holidays and floating holidays
401k with company match
Paid maternity leave
Healthcare and Dependent Care Flexible Spending Accounts (FSA)
A wide range of 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
And much more
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.