Director of Sales – AV Integration

Accountabilities:: As Director of Sales, you will be responsible for leading sales talent, achieving regional revenue objectives, improving commercial performance, and strengthening collaboration across the business. Your key responsibilities will include: Lead, develop, and hold 6 to 8 Account Executives accountable for individual quotas, sales activity, and performance standards. Recruit, onboard, develop, and retain sales talent, establishing clear timelines for new hires to reach full productivity. Conduct weekly one-on-one coaching sessions focused on activity levels, pipeline development, quota attainment, and sales effectiveness. Coach sellers on territory planning, account strategy, opportunity qualification, and deal execution, including participating in important client meetings. Expand the team's capabilities beyond traditional corporate workplace sales by developing opportunities in corporate media, managed services, and specialized solution areas. Establish clear expectations for prospecting, existing-account management, expansion opportunities, and administrative responsibilities. Remove internal barriers related to processes, pricing, resources, and cross-functional coordination to maximize selling time. Identify performance gaps early and implement documented coaching plans to improve results. Own and deliver the team's revenue and margin targets through new-client acquisition and growth within existing accounts. Translate regional go-to-market priorities into territory and account plans, reviewing progress with each seller quarterly. Align sales coverage with the territory's highest-value accounts and opportunities. Increase complex, multi-practice opportunities by collaborating with specialist teams and bringing a broader range of solutions to clients. Build relationships with consultants, owners' representatives, general contractors, architects, manufacturers, and other industry partners to influence opportunities before formal RFPs and during the design phase. Protect profitability through disciplined deal structuring and adherence to approved pricing thresholds. Own the sales forecast and provide reliable updates for weekly commitment calls, monthly forecasts, and quarterly outlooks. Monitor pipeline coverage, opportunity stages, aging, forecast accuracy, win rates, client-facing activity, and sales-cycle efficiency. Enforce CRM data quality and ensure accurate opportunity records to support reliable forecasting and commercial decision-making. Ensure compliance with deal governance requirements, approval thresholds, and established sales processes. Lead strategy for major sales pursuits, coach sellers through complex negotiations, and escalate significant decisions to the Vice President of Sales when required. Ensure effective use of presales, proposal management, and deal desk resources throughout the quote-to-contract process. Coordinate smooth handoffs from closed deals to delivery and services teams. Escalate challenges promptly while presenting recommended solutions, and share relevant market and competitive intelligence with regional leadership. Drive measurable first-year results, including team quota attainment at or above plan, forecast accuracy within ±5% of commitment, pipeline coverage of 4× quota per seller, and at least 95% completeness of CRM opportunity records. Improve win rates, increase the share of pipeline and bookings from specialized practices, ensure most experienced sellers meet their individual quotas, and help new sellers reach full productivity within 12 months. Requirements: The ideal candidate combines proven B2B sales success with strong leadership, analytical capabilities, and an understanding of complex technology integration projects. The following qualifications and skills are expected: Bachelor's degree or equivalent professional experience. At least 7 years of B2B sales experience, with a demonstrated record of consistently achieving sales quotas. Experience in audiovisual integration, technology solutions, or complex services sales is preferred. Demonstrated ability to coach, mentor, or lead sales professionals, whether as a team lead, sales overlay, or formal manager. A strong commitment to improving team performance across sales activity, pipeline generation, win rates, and quota attainment. Expertise in CRM-based forecasting, pipeline management, sales analytics, and using performance data to make timely adjustments. Familiarity with AI-enabled sales tools and the ability to encourage their adoption across a sales team. Working knowledge of sales compensation plans and how incentives can support the right commercial behaviors. Strong understanding of integration deal economics, including labor models, equipment margins, subcontracting, and project risk. Experience selling or coaching complex, multi-solution opportunities involving professional services, recurring revenue, or specialized technical requirements. Ability to build credibility with executive decision-makers, industry specifiers, enabling partners, and other key stakeholders. Strong collaboration and influencing skills across Sales, Operations, Services, and specialist teams. Excellent communication, coaching, planning, negotiation, and problem-solving skills. Willingness to travel throughout the assigned territory as business needs require. Ability to work remotely while maintaining accountability for team performance, forecasting, and commercial objectives. Benefits: Annual base salary ranging from $170,000 to $210,000 , plus variable incentive compensation under the applicable sales leadership plan. Remote work flexibility within the Central Region. Multiple medical plan options to support employees and their families. Company contributions to Health Savings Accounts (HSA) and Health Reimbursement Arrangements (HRA). Dental coverage, including orthodontic benefits, and vision insurance. Company-paid basic life and accidental death and dismemberment (AD&D) insurance. Short-term and long-term disability insurance. Employee Assistance Program (EAP). Three weeks of paid time off, plus company holidays and floating holidays. 401(k) retirement plan with company match. Paid maternity leave. Healthcare and dependent care Flexible Spending Accounts (FSA). Voluntary benefits, including critical illness, hospital indemnity, accident, pet, homeowners, auto, supplemental life and AD&D insurance, and legal services. Commuter benefits. A comprehensive benefits package designed to support health, financial well-being, and work-life balance.