The AV Sales Manager at Audio-Video Group, LLC will lead the revenue engine for commercial audiovisual solutions. This role combines proactive new-business hunting with hands-on coaching, owning end-to-end revenue with a personal year-one target of $2 million and a company-wide goal of $5 million plus across Maryland, Northern Virginia, Washington DC, Southern Pennsylvania, and the West Virginia Panhandle. The position is based onsite in Frederick, MD.
Role Overview
The successful candidate will operate as both hunter and player-coach, responsible for sourcing, negotiating, and closing high-value AV opportunities while developing the sales team to lift overall performance. You will manage client relationships from initial qualification through project scoping and closure, ensuring alignment with standardized, commercial-grade solutions.
Responsibilities
- New Business Development: personally source and close commercial AV opportunities, leading high-stakes deals and conducting regional site walkthroughs rather than relying on inbound referrals.
- Target Client Qualification: focus the team on well-fit clients with $50K+ project budgets who value expertise and long-term partnerships over the lowest bid; disqualify price-driven, poor-fit prospects early.
- Consultative Selling: drive a needs-first sales process that prioritizes standardized commercial solutions, using on-site facility walkthroughs to uncover scope and build trust.
- Team Leadership & Coaching: mentor the sales team, conduct effective one-to-ones, and coach reps on habits that improve close ratios and individual production.
- Pipeline & Forecasting: own opportunity tracking and forecasting in HubSpot for the team, prevent stalled qualified leads, and use data to coach and forecast accurately with leadership.
- Revenue Ownership: maintain a personal $2M target in year one while being accountable for the company revenue goal of $5M+; protect margins and assist with accurate scoping.
- Recruiting & Team Building: recruit, onboard, review, and manage sales team performance with authority to develop, reward, and, if necessary, terminate team members as the business grows.
- Cross-Department & Marketing Partnership: coordinate with engineering and operations for clean scoping and handoffs, and partner with leadership on networking and marketing opportunities to feed the pipeline.
Requirements
- 8+ years of proven sales success in commercial AV integration, IT networking, low-voltage systems, or a comparable technical services field.
- 5+ years leading, coaching, or mentoring a sales team.
- Demonstrated hunter mentality with a built-from-scratch pipeline, a personal target of $2M+, and a track record of closing projects $50K+.
- Strong command of consultative, solution-based selling and an understanding of the distinction between commercial-grade and consumer-grade systems.
- Disciplined CRM and forecasting experience, ideally with HubSpot, including accurate pipeline reporting and reliable follow-through.
- AVIXA CTS certification is preferred.
- Exceptional communication and relationship-building skills, comfortable leading client-facing facility walkthroughs and developing talent.
Technologies
HubSpot
Benefits
- 401(k) matching
- Dental insurance
- Flexible schedule
- Health insurance
- Paid time off
- Professional development assistance
- Relocation assistance
- Vision insurance
Compensation
Salary: USD 80,000 - 100,000 per year
Location
Frederick, MD on site
Experience
- Sales management: 5 years (Required)
- Team development: 2 years (Preferred)
- AV Sales / Account Management: 8 years (Required)
Application Questions
How many years of commercial (non-residential) audio-visual experience do you have?
