Job description

Mid Atlantic Sales Manager Location: Sterling, VAReporting to: Vice President, Northeast Region Position Overview Diversified 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 Responsibilities Account 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

Requirements

Must-haves

Mid Atlantic Sales Manager
Location: Sterling, VAReporting to: Vice President, Northeast Region
Position Overview
Account 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

Nice-to-haves

None flagged.

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Keywords to mirror

Platform: dayforce
Effort: medium