Sales Manager - Regional-USA-WKP

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

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