Mid-Atlantic Sales Leader & AE Growth Coach

Diversified; Virginia Beach (VA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Multiple medical plan options

Dental and vision coverage

Life and AD&D insurance

Disability insurance

Employee Assistance Program (EAP)

Paid time off and holidays

401k with company match

Paid maternity leave

FSAs

Commuter benefits

Job summary

Diversified is seeking a dynamic Mid Atlantic Sales Manager to lead and scale our Account Executive team across the Mid-Atlantic, with a focus on growth and revenue attainment. The role reports to the VP, Northeast Region and anchors in Sterling, VA.

You will guide 6 Account Executives, drive pipeline, coach talent, and collaborate across marketing, engineering, and operations to accelerate win rates and client engagement in the DC and Philadelphia markets.

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 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.

Responsibilities

• Directly manage a team of 6 Account Executives across the Mid-Atlantic.
• Partner with the Regional VP to add 2-4 Account Executives to the Mid-Atlantic team over the next 12 months.
• 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.
• 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.
• 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.
• 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.
• Establish and lead regular team cadences, including: Weekly pipeline and forecast reviews, 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.
• 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.

Skills

B2B sales leadership

Account Executive coaching

Forecasting & pipeline mgmt

Cross-functional collaboration

Enterprise sales processes

Team development

Tools

CRM systems

Job description

Diversified is seeking a dynamic Mid Atlantic Sales Manager to lead and scale our Account Executive team across the Mid-Atlantic, with a focus on growth and revenue attainment. The role reports to the VP, Northeast Region and anchors in Sterling, VA.

You will guide 6 Account Executives, drive pipeline, coach talent, and collaborate across marketing, engineering, and operations to accelerate win rates and client engagement in the DC and Philadelphia markets.