# Regional Director, Mid-Market Sales

**Company:** [Thatch](https://hotfix.jobs/companies/thatch)
**Location:** Remote
**Role:** Sales Development
**Salary:** $250k – $300k/yr
**Experience:** 7+ years
**Skills:** Sales Leadership, Sales Forecasting, Pipeline Management, Consultative Selling, team coaching, hiring and onboarding, B2B Sales, SaaS Sales, Healthcare Sales, insurance sales, hr tech sales, broker relationships, Go-to-Market Strategy
**Posted:** 2026-07-31

> Lead and scale a team of Mid-Market Account Executives in the East region to achieve multi-million ARR targets. Coach reps on complex consultative sales, build broker relationships, own forecasting, and partner cross-functionally in a high-growth healthcare SaaS environment. Requires 7+ years managing quota-carrying sales teams.

## Job Description

## 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.

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