Director of Sales – AV Integration

This is a fully remote position, open to applicants in California, +2 more states.

📋 Description

• Lead, develop, and hold accountable a team of 6 to 8 Account Executives to meet individual quota and activity standards.

• Recruit, train, and retain sales professionals, ensuring that new and developing sellers reach full productivity.

• Conduct weekly one-on-one meetings focused on activity, pipeline management, and performance metrics.

• Provide coaching on territory planning, account strategy, qualification, and deal execution.

• Enhance the capability of sellers to recognize and manage complex opportunities in corporate media, managed services, and specialty practices.

• Eliminate internal obstacles related to processes, pricing, resources, and cross-functional collaboration.

• Identify performance deficiencies and oversee documented coaching strategies.

• Take ownership of the team's revenue and margin objectives through growth with existing clients and acquisition of new clients.

• Convert the regional go-to-market strategy into specific territory and account plans.

• Align seller resources with high-value accounts and opportunities.

• Expand complex, multi-practice opportunities in collaboration with practice and vertical specialists.

• Cultivate relationships with consultants, owner representatives, general contractors, architects, and manufacturers.

• Safeguard and enhance margins through disciplined deal structuring.

• Manage the team forecast for weekly, monthly, and quarterly evaluations.

• Review pipeline health, ensure CRM data integrity, and adhere to deal-governance standards.

• Oversee key performance indicators, including quota achievement, forecast accuracy, pipeline coverage, win rates, client-facing activity, and sales-cycle efficiency.

• Direct strategy on major pursuits and guide sellers through the execution process.

• Ensure the effective utilization of presales, proposal management, and deal desk resources.

• Guarantee smooth transitions from won opportunities to delivery and services.

• Raise issues to the VP along with proposed solutions.

• Provide market and competitive insights to regional leadership.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• Over 7 years of B2B sales experience.

• Proven history of consistently meeting or exceeding quota.

• Preferred experience in AV integration, technology solutions, or complex service sales.

• Demonstrated ability to coach, mentor, or lead others, such as in roles of overlay, team lead, or management.

• Strong desire to drive measurable improvement in sellers' activity, pipeline generation, win rate, and attainment.

• Proficiency in CRM-based forecasting, pipeline management, and sales analytics.

• Familiarity with AI-driven selling tools and capability to promote their adoption within the team.

• Understanding of seller compensation structures.

• Comprehensive knowledge of integration deal economics: labor models, equipment margins, subcontracting, and project risks.

• Experience in selling or coaching complex, multi-solution deals involving services, recurring revenue, or specialized technical scopes.

• Credibility with executive decision-makers, specifiers, enablers, and partners.

• Willingness to travel across the territory as business needs dictate.

🏝️ Benefits

• Competitive base salary along with a variable incentive as outlined in the applicable sales leader plan.