Sales Manager

Diversified

. Directly manage a team of 6 Account Executives across the Mid-Atlantic sub-region .

Posted 9/29/2026full-timeSterling • Virginia • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales management, focusing on pipeline generation, account strategy, and team development. Proven ability to drive revenue attainment and improve sales execution through effective coaching and cross-functional collaboration.

Highest-signal resume keywords

B2B Sales ExperienceDirect People ManagementAccount Executive LeadershipOpportunity ManagementCoaching High-Performing Sales Professionals

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline GenerationSales ForecastingDeal ExecutionBusiness Development ActivitySales Cycle EfficiencyRevenue AttainmentAccount StrategyTerritory PlanningClient EngagementSolution Positioning

Soft Skills

LeadershipCommunicationCross-Functional Collaboration

Tools & Technologies

Reporting Tools

Industry Keywords

Enterprise Sales ProcessesComplex Sales EnvironmentsDesign and Construction EcosystemClient-Facing ActivityStrategic Account Engagement

About the role

Key responsibilities & impact

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
Identify and cultivate high-potential talent, accelerating AE growth, performance, and career progression
Establish 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
Reinforce opportunity management, stage progression, and conversion best practices
Improve win rates through qualification, solution positioning, and executive alignment
Monitor pipeline health, forecasting accuracy, and sales cycle efficiency using reporting tools
Promote consistent client-facing activity, including meetings, discovery sessions, and strategic account engagement
Support new-logo development and expansion within existing accounts
Build and maintain relationships with Consultants, Owner’s Representatives, General Contractors, Architects, and vendor partners
Establish Diversified as a trusted partner early in the project lifecycle
Develop and execute a regional engagement strategy within the design and construction ecosystem
Expand access to key decision-makers and increase participation in pre-RFP and design-stage opportunities
Align with vendor partners on go-to-market initiatives, account planning, and co-selling
Drive regional lead generation and track partner-sourced pipeline, spec-in opportunities, and ecosystem-driven revenue
Lead weekly pipeline and forecast reviews, one-on-one coaching sessions, and deal strategy/account planning reviews
Ensure AEs leverage marketing, engineering, and vertical specialist resources
Partner cross-functionally to remove barriers and improve sales execution efficiency
Track pipeline generation, coverage, business development activity, sales velocity, cycle time, close rates, and revenue attainment
Use data-driven insights to identify trends, coach gaps, and optimize performance

Requirements

What you’ll need

7+ years of B2B sales experience
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