Sales Manager - Regional-Usa-Wkp

Mid Atlantic Sales ManagerLocation: Sterling, VAReporting to: Vice President, Northeast RegionPosition OverviewDiversified 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 ResponsibilitiesAccount 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 progressionEstablish clear expectations around business development activity, pipeline creation, and revenue attainmentProvide 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 activitiesEnsure strong sales velocity by reinforcing opportunity management, stage progression, and conversion best practicesPartner with AEs to increase win rates through improved qualification, solution positioning, and executive alignmentMonitor 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 engagementSupport AEs in developing new logos and expanding within existing accounts through proactive business developmentEnsure 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 ArchitectsEstablish Diversified as a trusted partner early in the project lifecycle to influence opportunity origination, scope definition, and solution positioningDevelop and execute a regional engagement strategy to drive consistent visibility and collaboration within the design and construction ecosystemPartner with Account Executives to expand access to key decision-makers and increase participation in pre-RFP and design-stage opportunitiesCultivate strong relationships with strategic vendor partners, aligning on joint go-to-market initiatives, account planning, and co-selling opportunitiesLeverage vendor partnerships to enhance differentiation, improve solution positioning, and unlock new pipeline opportunitiesDrive measurable regional lead generation through coordinated efforts across specifiers, stakeholders, and partnersTrack 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 sessionsDeal strategy and account planning reviews

Ensure AEs are effectively leveraging internal resources (marketing, engineering, vertical specialists) to support deal progression and client outcomesPartner cross-functionally to remove barriers and improve sales execution efficiency

Performance Management

Track and manage key performance indicators, including:

Pipeline generation and coverageClient-facing business development activitySales velocity and cycle timeClose 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 roleProven success leading Account Executive teams and driving measurable improvements in pipeline and close ratesStrong understanding of enterprise sales processes, including opportunity management and forecastingExperience operating in complex, solution-based sales environmentsDemonstrated ability to coach and develop high-performing sales professionalsExcellent leadership, communication, and cross-functional collaboration skills

Key Success Metrics

Achievement of individual team member quotasGrowth and development of AE talent across the regionIncreased pipeline generation and coverage ratiosImproved sales velocity and win ratesExpansion of client engagement and new business opportunities