Director of Sales - AV Integration

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.

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.

The Director of Sales leads a team of Account Executives for Diversified, a $1B Global Systems Integrator delivering workplace collaboration, digital media and broadcast, solutions, and managed services into Corporate Enterprise and Higher Education clients. This leader owns quota attainment for their team and is accountable for the performance, development, and productivity of every seller on it. The role reports directly to the Vice President of Sales, Central & West Region.

A team quota that rolls up to the West Region revenue/margin plan.

Metro or sub-region within the West Region.

6 to 8 Account Executives.

[Remote within West Region]. Base salary plus variable incentive under the applicable sales leader plan.

• Lead, develop, and hold accountable 6 to 8 Account Executives to individual quota and activity standards.
• Hire, ramp, and retain sellers, bringing new and developing sellers to full productivity on a defined timeline.
• Run weekly one‑on‑ones with every seller tied to activity, pipeline, and attainment metrics.
• Coach hands‑on in territory planning, account strategy, qualification, and deal execution, including joining sellers on key client meetings.
• Evolve the team beyond corporate workplace selling, developing each Account Executive's ability to identify and lead complex opportunities in corporate media, managed services, and other specialty practices.
• Hold sellers to a defined time allocation across new‑logo prospecting, existing‑account management and expansion, and administrative work.
• Break down internal barriers (process, pricing, resourcing, and cross‑functional handoffs) so sellers spend their time selling.
• Identify performance gaps early and manage them through documented coaching plans.

• Own and deliver the team's revenue and margin plan, meeting or exceeding quota through existing‑client growth and new‑client acquisition.
• Translate the Central & West Region go‑to‑market plan into territory and account plans that each seller owns, and review those plans with sellers quarterly.
• Align seller coverage with the territory’s highest‑value accounts and opportunities.
• Grow the team's mix of complex, multi‑practice opportunities by partnering with practice and vertical specialists to bring the full Diversified portfolio into every account.
• Build specifier, enabler, and partner relationships (consultants, owner's representatives, general contractors, architects, and manufacturers) that give sellers access before RFP and during design.
• Protect and grow margin through disciplined deal structuring within approved pricing thresholds.

• Own the team forecast and deliver it into the region’s weekly commit calls, monthly commit, and quarterly outlook.
• Inspect pipeline health seller by seller: coverage ratio, stage integrity, and opportunity aging.
• Enforce CRM data hygiene on every seller’s opportunities as a…