Role Description 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. 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 Requirements - 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 - 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 - 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 - 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 Benefits - 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