Mid Atlantic Sales ManagerLocation: Sterling, VA
Reporting to: Vice President, Northeast Region
Position 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 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- 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 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- Achievement of individual team member quotas
- 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
What We Offer:We believe great people deserve great benefits. In addition to competitive compensation, we offer a comprehensive benefits package designed to support your health, financial wellbeing, and work-life balance:
- 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
