Lead and scale a Mid-Market East sales team to hit multi‑million ARR. Own regional revenue, forecasting, pipeline health, hiring and coaching AEs, manage complex consultative deals and broker relationships, ensure clean handoffs to implementation and CS, and partner cross‑functionally to drive GTM and regional strategy.
About the role
We’re hiring a Regional Director, Mid-Market West to build, lead, and scale a team of Account Executives across the West Coast Region. This leader will own regional revenue outcomes, coach AEs through complex consultative sales cycles, and act as the connective tissue between Sales, Brokers, Solutions, Implementation, and Product.
This role is ideal for a high performing sales professional who has led sales teams in ambiguous, category-creating environments and knows how to translate strategy into repeatable execution. You will be accountable for hitting a multi-million ARR target, building strong broker relationships in your region, and developing AEs into consistent top performers.
What you'll doOwn 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.
- Hire, onboard, and ramp Mid-Market AEs across the West 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.
- 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.
- 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.
- 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
- 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.
- 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 trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:
- 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.
Estimated Compensation Range
$250,000—$300,000 USD
About Thatch
We’re a fully distributed early stage company using technology to change the way America does healthcare. We’re a happy, friendly, high-velocity team. You can read more on Thatch here.
Thatch (thatch.ai) San Francisco, California, USA Office
353 Kearny St, San Francisco, California, United States, 94108
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