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Director of Sales – AV Integration
Diversified. Lead, develop, and hold accountable 6 to 8 Account Executives to individual quota and activity standards .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates strong leadership in managing and developing sales teams, with a focus on achieving revenue and margin goals through effective coaching, pipeline management, and strategic account planning. Proficient in utilizing CRM tools and AI-enabled selling technologies to enhance sales performance and drive measurable improvements.
Highest-signal resume keywords
B2B Sales ExperienceCoaching And MentoringCRM-Based ForecastingComplex Services SellingIntegration Deal Economics
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota AttainmentPipeline ManagementSales AnalyticsDeal StructuringActivity MetricsAccount StrategyTerritory PlanningPerformance Gap AnalysisKPI ManagementSales Cycle Efficiency
Soft Skills
LeadershipRelationship BuildingCoachingCommunicationProblem Solving
Tools & Technologies
CRM ToolsAI-Enabled Selling ToolsSales Forecasting SoftwareProposal Management SystemsDeal Desk Resources
Certifications & Qualifications
Bachelor's Degree
Industry Keywords
AV IntegrationTechnology SolutionsManaged ServicesComplex OpportunitiesRecurring RevenueSpecialized Technical ScopeExecutive Decision MakersConsultantsGeneral ContractorsProject Risk
About the role
Key responsibilities & impact- 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
- Run weekly one-on-ones tied to activity, pipeline, and attainment metrics
- Coach territory planning, account strategy, qualification, and deal execution
- Develop sellers' ability to identify and lead complex opportunities in corporate media, managed services, and specialty practices
- Remove internal process, pricing, resourcing, and cross-functional barriers
- Identify performance gaps and manage documented coaching plans
- Own and deliver the team's revenue and margin plan through existing-client growth and new-client acquisition
- Translate the regional go-to-market plan into territory and account plans
- Align seller coverage with high-value accounts and opportunities
- Grow complex, multi-practice opportunities with practice and vertical specialists
- Build relationships with consultants, owner representatives, general contractors, architects, and manufacturers
- Protect and grow margin through disciplined deal structuring
- Own the team forecast for weekly, monthly, and quarterly reviews
- Inspect pipeline health, enforce CRM data hygiene, and operate within deal-governance thresholds
- Manage KPIs including quota attainment, forecast accuracy, pipeline coverage, win rate, client-facing activity, and sales-cycle efficiency
- Lead strategy on major pursuits and coach sellers through execution
- Ensure effective use of presales, proposal management, and deal desk resources
- Ensure clean handoff from won opportunities to delivery and services
- Escalate issues to the VP with recommended solutions
- Feed market and competitive intelligence to regional leadership
Requirements
What you’ll need- Bachelor's degree or equivalent experience
- 7+ years of B2B sales experience
- Demonstrated track record of consistently achieving quota
- Experience in AV integration, technology solutions, or complex services selling preferred
- Demonstrated ability to coach, mentor, or lead others, such as serving as an overlay, team lead, or manager
- Desire to lead sellers to measurable improvement in activity, pipeline generation, win rate, and attainment
- Fluency in CRM-based forecasting, pipeline management, and sales analytics
- Fluency with AI-enabled selling tools and ability to drive adoption across a team
- Working understanding of seller compensation plans
- Strong grasp of integration deal economics: labor models, equipment margin, subcontracting, and project risk
- Experience selling or coaching complex, multi-solution deals involving services, recurring revenue, or specialized technical scope
- Credibility with executive decision makers, specifiers, enablers, and partners
- Required travel across the territory as business requires
Benefits
Comp & perks- Base salary plus variable incentive under the applicable sales leader plan