Director of Sales – Northeast Region

   Position Overview  Diversified is seeking a dynamic and results-oriented Director of Sales – Northeast Region 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 directly manage a team of 6–10 Account Executives and will play a critical role in accelerating sales velocity, strengthening client engagement strategies, and enhancing overall close rates across the region.  Location: Northeast U.S. (Mid-Atlantic, Philadelphia, New York, New England) Reporting to: Vice President, Northeast Region    Key Responsibilities  Account Executive Leadership & Development  Directly manage a team of 6–10 developing Account Executives across the Northeast region  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  15+ years of B2B sales experience, with at least 7 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  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  Achievement of individual team member quotas