Sales Manager - Regional WKP

Location: Sterling, VA
Reporting to: Vice President, Northeast Region

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.

• 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

• 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 (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

• 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

• 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…