Regional Director, Mid-Market Sales

What you'll do

Own Regional Revenue & Forecasting

• Own and deliver the regional ARR target through a team of Mid-Market AEs.
• Maintain a high-quality pipeline across the region, ensuring coverage, velocity, and deal progression.
• Forecast accurately and communicate risks and upside clearly.

Build & Coach a High-Performing Team

• Hire, onboard, and ramp Mid-Market AEs across the East Coast Region.
• Coach reps on discovery, deal strategy, objection handling, and executive-level selling.
• Run regular 1:1s, pipeline reviews, deal reviews, and forecast calls with rigor and consistency.
• Raise the bar on sales methodology, discipline, and accountability across the team.

Drive Complex, Consultative Sales Execution

• Support AEs on complex deals involving multiple stakeholders, longer sales cycles, and broker-influenced motions.
• Act as an escalation point for strategic deals, key accounts, and broker relationships.
• Ensure clean handoffs from Sales → Implementation and long-term customer success.

Partner Cross-Functionally

• Work closely with Solutions Engineering, Implementation, Product, Marketing, and Leadership to unblock deals and improve the sales motion.
• Share regional learnings and field insights to influence product, pricing, and GTM strategy.
• Align broker strategy, enablement, and incentives with regional goals.

Build the Region

• Develop and execute a regional plan that includes broker coverage, pipeline generation, and strategic account targeting.
• Represent Thatch externally with brokers, partners, and senior customer stakeholders.
• Travel as needed to support reps, brokers, and key opportunities.

Background we're looking for

Experience & Background

• 7+ years of experience managing and scaling quota-carrying sales teams.
• Experience owning a regional or segment number and forecasting accurately.
• Background in SaaS, healthcare, insurance, HR tech, or adjacent complex B2B sales environments.
• Strong understanding of consultative, multi-stakeholder sales cycles.

Leadership Attributes

• Coach-first mindset: You elevate rep performance through clarity, feedback, and accountability.
• Operational rigor: You run clean pipelines, disciplined forecasts, and tight execution.
• Ownership mentality: You take responsibility for outcomes.
• Strategic thinking: You can zoom out to plan a region and zoom in to win a deal.
• High bar for talent: You hire thoughtfully and don’t compromise on quality.

Experience we’d be particularly excited about

• Experience working with or through broker / channel-led motions.

What to expect

We interview rigorously based on integrity, talent, and drive. The process includes:

• 30 minute video meeting to talk through your background and interest in Thatch
• 30 minute video meeting with the hiring manager to dive deeper into your experience and the role
• 30 minute video meeting to meet 4 members of the team
• 30 minute video meeting to work through a live case study
• 30 minute video meeting with our founders to discuss your approach to culture and our operating principles

Please note: The posted compensation range reflects On-Target Earnings (OTE), not base salary.