Director of Sales – AV Integration

This is a fully remote position, open to applicants in Illinois, +1 more state.

📋 Description

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

• Hire, onboard, and retain sales professionals, guiding new and developing sellers to achieve full productivity.

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

• Provide coaching on territory planning, account strategy, qualification, and deal execution, including participation in key client meetings.

• Enhance sellers' skills 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 transitions.

• Identify performance gaps and address them through structured coaching plans.

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

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

• Align sales coverage with high-value accounts and opportunities.

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

• Safeguard and enhance margins through disciplined deal structuring.

• Manage the team forecast and present it during weekly, monthly, and quarterly reviews.

• Monitor pipeline health, ensure CRM data integrity, and oversee key performance indicators (KPIs).

• Lead the strategy for major pursuits and guide sellers through intricate deals.

• Ensure optimal use of presales, proposal management, and deal desk resources.

• Guarantee a smooth transition from won opportunities to delivery and services.

• Raise issues to the VP along with recommended solutions.

• Provide market and competitive insights to regional leadership.

⛳️ Requirements

• Bachelor's degree or equivalent experience.

• Over 7 years of B2B sales experience.

• Proven track record of consistently meeting or exceeding quotas.

• Experience in AV integration, technology solutions, or complex services selling is preferred.

• Demonstrated capability to coach, mentor, or lead others, such as serving in a team lead or managerial role.

• Passion for leading sellers to measurable improvements in activity, pipeline generation, win rates, and attainment.

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

• Familiarity with AI-enabled selling tools and the ability to promote their adoption within a team.

• Basic understanding of seller compensation plans.

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

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

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

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

🏝️ Benefits

• Competitive base salary plus variable incentive based on the applicable sales leader plan.

• Flexible remote work options within the Central Region.